Negotiation Styles: Formalistic, Cooperative, Diplomatic and Imposing

The Formalistic Style: Adherence to Norms

The formalistic negotiation style is characterized by a meticulous and rule-bound approach.

Those who adopt this style seek, first and foremost, to do a good job by strictly following the rules and regulations that have been stipulated for them, often by their superiors.

They are perfectionist negotiators, cautious and usually somewhat aloof in personal relationships, since their main objective is not connection, but compliance with procedures.

One of their greatest strengths is their ability to withstand pressure and face long negotiations, since their priority is to stay on track, no matter how long it takes.

The Cooperative Style: The Pursuit of Harmony and Mutual Agreement

The cooperative style focuses on avoiding confrontation and finding a cordial and mutually acceptable solution.

The priority is harmony, so they strive to emphasize common ground rather than differences.

Cooperative negotiators are emotionally involved, have great interpersonal skills and do not hesitate to compromise generously if it facilitates an agreement.

They are characterized by listening much more than they talk, do not resort to manipulation and always seek collaboration to reach a win-win solution.

The Diplomatic Style: Balance with Firmness

The diplomatic style shares with the cooperative style the search for balance and mutual benefits, but with an important nuance: firmness.

A diplomatic negotiator is prudent, patient and analytical, and although he does not seek to dominate the conversation, he is very direct in his approach and defends his positions with great firmness.

His goal is to "look good" and maintain a politically correct image, but one of his golden rules is never to commit to something he cannot fulfill, which differentiates him from the cooperative style, more prone to compromise for the sake of the relationship.

The Impositional Style: The Goal is Winning

At the opposite extreme is the impositional style, whose only goal is to win at the expense of the other party.

Impositive negotiators are firm, tough and impetuous, often bordering on aggressive.

They do not care how long the negotiation lasts, as long as in the end they achieve their goal of winning.

Unlike the cooperative style, they talk much more than they listen and do not hesitate to use pressure, power and intimidation to impose their objections and break their opponent.

The Map of Styles: Winning vs. Relating

No negotiator uses a single style rigidly; the choice depends on the balance between two fundamental concerns: concern for winning (resolving differences "my way") and concern for maintaining the relationship (resolving them "our way").

On one axis, the impositional style is at the extreme of maximal concern for winning, while the cooperative style is at the opposite extrem