Section 4 Personal styles of international business negotiations

4.1 Definitions of negotiation styles

Professor G. Richard Shell’s research identified two things:

 No.1: There are five negotiation styles and most people have a mix of these negotiation styles.

 1. Avoider

 2. Compromiser

 3. Accommodator

 4. Competitor

 5. Problem solver

 No. 2: What outcomes the people with these negotiation styles will produce when two people make negotiations together.

4.2 Features of negotiation styles

 The features of international business negotiation styles display as follows:

     4.2.1 The internal commonality

     4.2.2 The uniqueness to foreigners

     4.2.3 The diversity of the overall

     4.2.4 The consistency of causes

4.3 Developing their own negotiation styles