What about negotiator styles?

Abstract

Purpose

The purpose of this paper is to review research on styles of negotiating and distinguish them from conflict styles and individual difference measures studied in negotiation contexts.

Design/methodology/approach

The literature on negotiating styles is reviewed, a model is presented that synthesizes previous research, and suggestions for future research are presented.

Findings

Previous research has predominantly considered leadership styles in terms of the five conflict‐handling styles (collaborating, competing, compromising, accommodating, and avoiding) from the Dual Concerns Model. While this focus has been useful, the paper also points out that other measures exist that may be more useful for understanding negotiating styles, although they have yet to be validated.

Originality/value

Negotiating styles, as distinct patterns of behavior, are critical for understanding effective negotiations as well as being able to train students in negotiation skills.

Citation

Ogilvie, J.R. and Kidder, D.L. (2008), "What about negotiator styles?", International Journal of Conflict Management, Vol. 19 No. 2, pp. 132-147. https://doi.org/10.1108/10444060810856076