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Compromise, avoid loss, seek satisfaction for both parties.

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A negotiator using the hard style would set a goal to win at all costs.

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Takes things into account while keeping goal in mind.

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An opponent that they need to win against. The overall enemy.

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Makes argument and counters any objections towards goal.

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Negotiator lays out demand with expectation of either absolute win/lose. They see the other side as a way to get to their goal and does not back down.

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Only gives in when there is no chance in their mind of getting to their goal.

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Agreements are made when there is a clear end to the argument and no way to alter it.

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Understanding, avoid personal conflicts.

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Very harsh. Most likely will give in easily to not have a larger conflict.

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They will not really project their voice and be very attentive when listening.

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After listening to their opponent to think about what they want and give them a give or take solution or just give in.

They are acceptable to  hear both sides and think about what will happen in the outcome.

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Most likely will give in pretty easily unless they are really passionate about the concept and if it helps others.

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What does the negotiator think the goal is?

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How does the negotiation view the other side?

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How does the negotiator share information and listen?

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How does the negotiator suggest potential solutions?

How does the negotiator take in offers from the other side?

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How/when does the negotiator give in to opposing interests?

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How does the negotiator come to an agreement?

How does the negotiator both use and respond to pressure tactics?

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Will take in consideration others ideas and get to an agreement

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They usually try to get the other person to view their side but if the other person keeps talking about how it would be better than they will give in.

Avoid conflict, greater relationship over agreement

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More lenient but not taking advantage of

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Taken into account, best final outcome

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compromise on both sides. Focus is on problem not person and ignore added pressure