Diversity Matters

By Stephen Kozicki
Published in The Smart Manager, May-June 2018.

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Everyone is different. Every negotiation is different. So you should vary your negotiation and communication style according to the person with whom you are dealing.
— Stephen Kozicki

The Thomas-Kilmann Conflict Mode Instrument identifies five types of bargaining styles - competing, collaborative, compromising, avoiding, and accommodating - based on different personality types. Likewise, stakeholders could have different buying styles too; customise your communication strategy while negotiating with them.

The world of work is becoming more diverse. Each country sees increasing diversity in different ways. For example, as the baby boomers retire there are more Gen X managers with different attitudes and different approaches. Add to this an ever more global world, where you must deal with many different nationalities. So, for an effective negotiator, how should you communicate?