Basic negotiation style you should know

  • Avoiding (i lose - you lose) -The user of this style is unassertive and uncooperative. They do not immediately pursue their own concerns or the other parties
  • An example of this style is two co-workers who cannot agree on the delivery of a project and avoid communicating with each
  • To effectively negotiate it is important to recognise the different styles of negotiating
  • Dr. Kenneth W. Thomas and Dr. Ralph H. Kilmann devised an assessment instrument for evaluating an individual’s behaviour in conflict situations
  • Competing (I win – You lose) -Negotiators using this style are looking out for their own needs, asking themselves ‘what do I need to get from this discussion'
  • Good examples of this style are buying a new car or a lawyer representing their client or commodity based selling.
  • Accommodating (I Lose – You Win) - This style of negotiation is all about the relationship and is the polar opposite of the Competing style.
  • Here, the main aim is to give everything to the other party and maybe in time they will do the same or stay
  • Example - when a person knowingly injures another person and willingly offers to pay all medical expenses hoping the injured party does not sue.
  • Compromising (I Lose / Win Some – You Lose/ Win Some) - A compromising style results in both parties getting more or less half of what they originally wanted
  • Collaborating (I Win – You Win) - They recognise that both parties have needs that must be met and take the time to find creative solutions

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