Charles B. Craver is the Freda H. Alverson Professor of Law at George Washington University. He is the author of Effective Legal Negotiation and Settlement (7th ed. Lexis 2012), Skills & Values: Legal Negotiating (Lexis 2d ed. 2012), and The Intelligent Negotiator (Prima/Crown 2002). He is also the co-author (with Gerald Williams) of Legal Negotiating (West 2007) and (with Edward Brunet & Ellen Deason) of Alternative Dispute Resolution: The Advocate’s Perspective (3rd ed. Lexis 2001).
NEGOTIATION STYLES: THE IMPACT ON BARGAINING TRANSACTIONS
Charles B. Craver
I. Introduction Attorneys and business-people negotiate constantly. They negotiate within their own organizations with superiors, subordinates and colleagues. They negotiate with prospective and current clients and customers, and on behalf of their clients and customers with other public and private entities. Most negotiators employ relatively “cooperative” or “competitive” styles. Cooperative bargainers tend to behave more pleasantly, and they strive to generate mutually beneficial agreements. Competitive bargainers are often less pleasant, and they work to obtain optimal results for their own sides. Individuals look forward to interactions with cooperative opponents but often dread encounters with competitive adversaries. Negotiator styles significantly affect bargaining interactions. This chapter looks at different negotiator styles and the impact of these styles on bargaining encounters.