2 10

Negotiator in the flexible style;

-    Separates people from problems,

-    Is gentle to people and hard on the problems

-    Concentrates on the task and not on positions

-    Explores and finds interests and needs

-    Creates opportunities for mutual benefit

-    Looks for multiple possibilities of solving the problem

-    Insists on the adoption of objective criteria

-    Has the desire to justify the positions and is open to the other party s justification

-    Does not give in to pressure; establishes and protects his principles