Explain how any extremely high or low Negotiating Style scores might impact group decisions and/or group performance toward goals. Please be clear and detailed. The styles are: Factual, Intuitive, Normative, and Analytical.
Factual: Pointing out facts in a neutral (unemotional and detached) way, keeping track of what has been said, reminding people of their statements, knowing most of the details of the discussed issue and sharing them with others, asking them for explanations, relating facts to experience, being low-key in their reactions, looking for proof, tends to documenting the statements, clarifying, defining, classifying and explaining reality.
Intuitive: Making warm and enthusiastic statements, focusing on the entire situation or problem rather than details, pin-pointing essentials, making projections into the future, being imaginative and creative in analyzing the situation, switching from one subject to another, going beyond the facts, coming up with new ideas and concepts all the time, pushing and withdrawing from time to time, putting two and two together quickly, getting their facts a bit wrong sometimes,
Normative: udging, assessing and evaluating the facts according to a set of personal principles and values, approving and disapproving, agreeing and disagreeing, using loaded words, offering bargains, proposing rewards, incentives, appealing to people’s feelings and emotions to reach a “fair” deal, demanding, requiring, threatening, involving power, using status, authority, where appropriate, correlating, looking for compromise, making effective statements, focusing on people, their reactions, judging, attentive to communication and group processes.
Analytical: Forming reasons, drawing conclusions and applying them to the case in negotiation, arguing in favor or against one’s own or others’ position, directing, breaking down, dividing, analyzing each situation for cause and effect, identifying relationships of the parts, putting things into logical order, organizing, weighing the pros and cons thoroughly, making identical statements, using linear reasoning, being inductive.