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The chapter on the Five Styles of Negotiation has been updated in the Body of Knowledge (BOK). It appears in Part I: General Administration and Management.
When we hear the word negotiation, we often imagine an acrimonious process between management and labor over contract terms or a stuffy boardroom of well-dressed people debating a complex business acquisition. Certainly, these situations involve complex negotiation processes, but the concept of negotiation is much broader. Negotiation is a process whereby parties with differing needs and objectives reach a solution that is mutually acceptable.
We negotiate to satisfy a need or want. The need or want is the currency of negotiation. All of us negotiate in our personal and professional lives, whether purchasing a vehicle, requesting a raise, or hammering out an agreement with a contractor. Negotiating becomes necessary because of differing needs. This causes conflict. Conflict is pervasive in our lives, with dozens of conflicts occurring every day because of differing needs or objectives, and negotiating resolves conflict. Simply stated, everyone negotiates something every day. The question then is not why negotiate, but how can we improve our negotiation skills to attain our needs.
The purpose of this chapter is to emphasis the various styles of negotiation. Readers are encouraged to discover the particular style they most often utilize and to understand how and when to apply the various negotiation styles based upon the situation.
Available to APPA members only, the BOK is a searchable, digital database that develops, updates, and disseminates the foundational content required by facilities professionals at colleges, universities, and other nonprofit educational organizations. Its 63 chapters, which are reviewed and updated on an ongoing basis, cover topics categorized in the four core areas of General Administration and Management; Operations and Maintenance; Energy, Utilities, and Environmental Stewardship; and Planning, Design, and Construction.
APPA members wishing to get involved in the BOK, whether as chapter authors or peer reviewers, are asked to complete this form or send an email Glen Haubold and Steve Maruszewski using the subject line APPA Body of Knowledge.
