The Negotiating Grid

Abstract

This article describes a grid which clarifies personal negotiating styles and is based on two basic dimensions of negotiating: (1) The way one balances co‐operation and “fighting”, and (2) The extent to which one shows procedural flexibility. These two dimensions combine into four negotiating styles: (1) analytical/aggressive, (2) flexible/aggressive, (3) ethical/persuasive, and (4) flexible/compromising. The main characteristics are given for each style, while clues are provided about how to negotiate when confronted with a particular one. Furthermore, the two basic dimensions are clarified by describing the major learnings on these dimensions as experienced by a large number of participants in training conferences on negotiating organised by the author.

Citation

Mastenbroek, W.F.G. (1984), "The Negotiating Grid", Journal of European Industrial Training, Vol. 8 No. 4, pp. 8-11. https://doi.org/10.1108/eb002177