Chapter9 Personal Styles VS Negotiation Modes个性类型与谈判模式 I. Personal style check and some find ings个性测试与结果 Personal styles vs negotiation modes个性类型与谈判模式 I. AC negotiation model Ac模型 ⅣV. Communication Skills交际练习 In negotiation another decisive factor crucial to outcomes of negotiations is egotlators A negotiator's own personality, due to his experiences, may bring about unexpected and sometimes even result to negotiations a party weak in power may gain and win final success of negotiation simply because of negotiators assertiveness, while a negotiator of assertiveness may make thing or his own party and give up possible gains It is therefore essential for negotiators to understand their counterparts' possible linkage between one's personal style and his customary action in However, it is not unusual that quite a number of people in negotiation do not seem to have a good view of their personalities although they often stress the necessity of having a better comprehension of others as a result of the quite a few negotiators are to perceive the progress of a negotiation nor explain the result of th oblem which can be resolved if they know more or less about their own feasible for those who want to find out their own personal stylee kilmann makes it a personal style check designed by K. W. Thomas and R ersonal style check and some find ings个性测试与结果 The check, accord ing to degree of one's assertiveness and cooperativeness in negotiation, divides personal styles into modes: competing, collaborating, compromising, avoiding and accommodating, arranged from assertiveness assertiveness and highest to lowest The results noted from the repeated checks have revealed the following findings One's personal profile consists of all five modes. However in the five modes, there is style which is primary and closest to one's nature, and_ style which is backup to the primary one and the least likely styles. It can be inferred from the tests that people's personalities are1 Chapter 9 Personal Styles VS Negotiation Modes 个性类型与谈判模式 I. Personal style check and some findings 个性测试与结果 II. Personal styles vs negotiation modes 个性类型与谈判模式 III. AC negotiation model AC 模型 IV. Communication Skills 交际练习 In negotiation another decisive factor crucial to outcomes of negotiations is negotiators’ styles. A negotiator’s own personality, due to his background, level, _____experiences, may bring about unexpected and sometimes even result to negotiations. A party weak in power may gain and win final success of negotiation simply because of negotiators’ assertiveness, while a negotiator of_____ assertiveness may make things for his own party and give up possible gains. It is therefore essential for negotiators to understand their counterparts’ and possible linkage between one’s personal style and his customary action in . However, it is not unusual that quite a number of people in negotiation do not seem to have a good view of their personalities although they often stress the necessity of having a better comprehension of others’ . As a result of the , quite a few negotiators are to perceive the progress of a negotiation nor explain the result of the , a problem which can be resolved if they know more or less about their own profiles. A personal style check designed by K. W. Thomas and R H. Kilmann makes it feasible for those who want to find out their own personal styles. Personal style check and some findings 个性测试与结果 The check, according to degree of one’s assertiveness and cooperativeness in negotiation, divides personal styles into modes: competing, collaborating, compromising, avoiding and accommodating, arranged from assertiveness to____ assertiveness and highest to lowest . The results noted from the repeated checks have revealed the following findings: 1. One’s personal profile consists of all five modes. However in the five modes, there is style which is primary and closest to one’s nature, and style which is backup to the primary one and the least likely styles. It can be inferred from the tests that people’s personalities are