NEGOTIATION STYLES

NEGOTIATION STYLES

1. Competitive negotiators are highly results-driven, focussed and assertive, and they can often become aggressive. They thrive in a negotiation situation as they enjoy the opportunity to win. Competitive negotiators have a strategic mind, so they don’t tend to get phased by their opposition. Being right matters more to you than preserving relationships.

2. Collaborative negotiators are open and honest. They understand the concerns and interests of the other party. They enjoy negotiations, especially if it involves finding creative solutions to mutually satisfy both parties. However, they may have a tendency to turn simple situations into more complicated ones by overthinking and exploring many alternatives.

3. A compromising negotiator’s main concern is finding middle ground and doing what’s fair for both parties. They would rather compromise and settle with less than anticipated, in order to satisfy the needs of the other party. They may rush negotiations and make concessions too quickly which can ultimately lead to a loss.

4. ‘Avoiding’ negotiators really don’t like negotiations! They try to avoid conflict by any means possible, maybe by passing the responsibility to another member of their team or just by staying quiet. They tend to find negotiations intimidating and would be susceptible to threats, therefore ‘Avoiding’ negotiating types often would rather work behind the scenes.

5. An accommodating negotiators main concern is preserving relationships with the other party. They like to connect on a personal level, and would be put out if the other party wasn’t interested in also building relationships. They would attempt to smooth over conflicts and mend fences in order to end the negotiation on a positive and friendly note. It is important to an Accommodating negotiator what the other party thinks of them.