外语教学与研究出版社ChapterFourStrategiesandTacticsofBusinessNegotiationCONTENTS4.1MajorPersonalStylesandTeamStyles4.2StrategiesandTacticsI.ChooseaPersonalStyleThatFitsII.MajorTeamStylesMajorPersonalStylesTeamStylesChooseaPersonalStyleThatFitsTeamleadersmustbeonguardagainstmemberswhoendeavortoutilizestylesthatareincompatiblewithteamgoals.TendifferentpersonalnegotiatingstylesAggressive:runroughshodoveropponentswithlittleregardfortheircounterpart’spositionsCompliant:thecompliantsidehas“runtheclockout”andwillstartdemanding“paycheck”forearlierconcessions.ItcanbeeffectivebutonlywhenusedbyhostsPassive:rarelypresenttheirownprograms;instead,theynitpicktheopposition’sprograminanefforttokeepthemonthedefensiveImpassive:arepurposelyunreadableChooseaPersonalStyleThatFitsTechnical:centersonthedataoftheproductorserviceunderdiscussionandcountsontheoppositionbeingworndownbytheonslaughtoftechnicaldetailsSecretive:eliminatesoutsidepressureandfocusestheparticipantsontheissuesExploitative:determinewhichweaknesstoexploitandwhenAmbivalent:negotiatorsneverconsciouslychoosebutisoftenthereasacharacterdefaultFleeting:advocatesspeedinordertocoverdeficienciesintheirownpositionanddeflectthestrengthofcounterparts.Social:emphasizesthesocialaspectsofthenegotiationinanattempttoswaycounterpartsMajorTeamStylesConsensus:Itallowstheteamtoshareauthorityandresponsibility.Itisatimeconsumingstyle,butithasthevirtueofbeingdifficulttopenetrate.Platoon:Thisstylerunswithsmallsub-teamsthathaveindependentteamleadersanswerabletosingleCN.Itisusefulwhenlargenumbersoftechnicalspecialistsmustbebroughtalongfornegotiations.MajorTeamStylesHierarchical:Thisstyleisusedbytheteamswhichchoosetopassalldecisionsthroughth