Explain how any extremely high or low Negotiating Style scores might impact grou

Question

Explain how any extremely high or low Negotiating Style scores might impact group decisions and/or group performance toward goals. Please be clear and detailed. The styles are: Factual, Intuitive, Normative, and Analytical.

Factual: Pointing out facts in a neutral (unemotional and detached) way, keeping track of what has been said, reminding people of their statements, knowing most of the details of the discussed issue and sharing them with others, asking them for explanations, relating facts to experience, being low-key in their reactions, looking for proof, tends to documenting the statements, clarifying, defining, classifying and explaining reality.

Intuitive: Making warm and enthusiastic statements, focusing on the entire situation or problem rather than details, pin-pointing essentials, making projections into the future, being imaginative and creative in analyzing the situation, switching from one subject to another, going beyond the facts, coming up with new ideas and concepts all the time, pushing and withdrawing from time to time, putting two and two together quickly, getting their facts a bit wrong sometimes,

Normative: udging, assessing and evaluating the facts according to a set of personal principles and values, approving and disapproving, agreeing and disagreeing, using loaded words, offering bargains, proposing rewards, incentives, appealing to people’s feelings and emotions to reach a “fair” deal, demanding, requiring, threatening, involving power, using status, authority, where appropriate, correlating, looking for compromise, making effective statements, focusing on people, their reactions, judging, attentive to communication and group processes.

Analytical: Forming reasons, drawing conclusions and applying them to the case in negotiation, arguing in favor or against one’s own or others’ position, directing, breaking down, dividing, analyzing each situation for cause and effect, identifying relationships of the parts, putting things into logical order, organizing, weighing the pros and cons thoroughly, making identical statements, using linear reasoning, being inductive.

Explanation / Answer

The high score of factual negotiation style is very important to drive the group decisions towards the goals set. Pointing out the facts in neutral way without being emotional would help to reduce the conflicts. Discussing issues and sharing knowledge would help the group members to perform better and contribute more for group success. Documenting the information will help to avoid confusion and conflicts in future and clarifying and explaining in detail will improve the group cohesiveness. Low score of factual negotiation style would lead to conflicts and confusions within the group and the group performance will be badly affected.

High intuitive negotiation style score would create much confusion in the group when lot of ideas and creations emerge within the group. Projection into the future and focusing on the entire situation are good for group success but the group can work with clarity when the intuitive negotiation is managed properly without being high or low. Low score will lower the creativity of the group and new ideas and creations are very important for group success.

Normative negotiation style is required to balance the diversity and cohesion among team members and to prevent conflicts. It helps in developing positive conflict styles by encouraging the team members through rewards and incentives. High normative negotiation style would help to control the team members better and drive them towards the goals. Low score of normative style would lead to lack of control over the team members which lead to negative conflicts which distract them from the goals set and lowers group performance.

Analytical negotiation style score also should be managed properly without being high or low for better cohesion. High score will lead to more in depth analysis of situation and effect which negatively affect the team binding. As a group the negotiation style should be flexible to ensure better relationship between the members and should not be high. Low score also will affect performance as the analysis and organizing is required to make fair decisions and the decision would not be acceptable to other group members without sufficient analysis and group performance gets affected.

Related Questions

Navigate

• Browse (All)
• Browse E
• Subjects

Integrity-first tutoring: explanations and feedback only — we do not complete graded work. Learn more.