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May 7, 2014

Fantasy Freestyle

Negotiation Styles

by Jeff Quinton


What follows is the second of a three-part series about negotiation. Part one, The Benefits of Early-Season Trade Talk, can be found here.

People are not all alike. Well depending on the baseline you use, we are all pretty similar anatomically and physiologically. While all humans use the hydrochloric acid in their stomachs in a similar fashion, we do not all use our brain, brawn, tongue, and trachea to negotiate the same. Knowing your own negotiation style and that of your leaguemates will help you to negotiate better. Each negotiation style is predisposed to certain trade mistakes in fantasy baseball. By knowing what we are predisposed to, we can hopefully more frequently avoid the following mistakes:

Agreeing to an unfavorable trade when you should stand pat

Agreeing to a trade when a better trade is available (could have received more or given up less)

Not making a trade when a favorable trade is available (missed opportunity)

Furthermore, by knowing what our leaguemates are predisposed to, we can be wary of their strengths and take advantage of their weaknesses. You might be able to figure it out from the diagram or description, but the best way to know your own negotiation style is to take Thomas and Kilmann Conflict Mode Instrument (TKI) questionnaire, which you can take here for free. I usually prefer theory and concept to instruments and models, but the TKI does an excellent job of breaking down the negotiation spectrum into five categories, which allows for meaningful discussion and analysis. The five negotiation styles – competing, collaborating, compromising, accommodating, and avoiding - are mapped using two criteria:

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Related Content:  Trades,  Fantasy,  Negotiation

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<< Previous Article
Prospects Will Break Y... (05/06)
<< Previous Column
Fantasy Article Fantasy Freestyle: The... (05/05)
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Fantasy Article Fantasy Freestyle: Exp... (05/12)
Next Article >>
Fantasy Article Deep Impact: Week Five (05/07)

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