The five basic negotiation styles are compete, avoidance, compromise, accommodate, and problem solve.

Description of the styles

When one is competing, one seeks to control the negotiation. In a competing style, threats, ultimatums, walking out, and “shooting the moon” are common tactics.

When one is using avoidance, one tries not to negotiate. Delaying, giving in, and procrastinating are three common tactics associated with this style.

With compromise, one seeks to reach a resolution between what the parties want. Splitting the difference, meeting in the middle, and starting from an extreme position are three tactics associated with the style.

When using the accommodation style, one negotiated by giving the other party what it wants. Friendship, asking for reciprocity, and focusing on the relationship are three tactics associated with this style.

In a problem-solving style, negotiations are viewed as a problem to be solved. Brainstorming, understanding and solving the underlying problem, and working together to create a mutually acceptable solution are three tactics associated with this style.

Learn to use multiple styles

Negotiators should expand their comfort with using each style since doing so maximizes their effectiveness and efficiency.

Identify the styles used by the other negotiators

If one identifies the styles used by the other negotiators, one can develop a better response to the style.

Different negotiations call for different styles

One should tailor the approach to fit the negotiation.

Mount Vernon, Virginia 2002

Filed by Coleen Davis at 4:52 pm under Negotiations