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Negotiations Styles Part 2

There are five negotiation styles: competitive, accommodating, avoiding, compromising, and collaborating. While people can use all styles, most tend to prefer one or two styles unconsciously. The collaborative style seeks to meet both parties' needs to create mutual value, while competitive focuses only on one's own needs. Different styles are suited to different situations depending on goals, relationships, emotions, and time factors. Scenarios provide examples of when different styles may be most appropriate.

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50 views

Negotiations Styles Part 2

There are five negotiation styles: competitive, accommodating, avoiding, compromising, and collaborating. While people can use all styles, most tend to prefer one or two styles unconsciously. The collaborative style seeks to meet both parties' needs to create mutual value, while competitive focuses only on one's own needs. Different styles are suited to different situations depending on goals, relationships, emotions, and time factors. Scenarios provide examples of when different styles may be most appropriate.

Uploaded by

mujame
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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Negotiation

Styles
Part 2
Ms. E Shakalela
Negotiation styles/Conflict Negotiation Styles

• There are five Negotiation Styles


• All five profiles of dealing with conflict are useful in different
situations.
• Although we're capable of using all five, most of us tend to have one
or two preferred negotiation conflict styles that we use unconsciously
in most conflict situations.
• Why would a person prefer a certain negotiation style?
• It worked in the past for them
• People often ask "which is the best negotiation style
Scenario:
• You are at the end of your first year, you spend about N$ 2500 to buy
all your first year materials, you are selling your materials at N$ 1500
but the buyer only have N$800, are you likely to accept N$ 800?
Competitive Negotiators (I win -You lose)

• Competitive style negotiators pursue their own needs


• Its not their aim to make you feel bad, its just that they are focused
on getting what they want.
• When can it be used?
• When you need to act or get results quickly Competition is critical
when you are certain that something is not negotiable and immediate
compliance is required.
• Avoid being emotional
Accommodating Negotiators –I lose-you win
• Accommodating profiles think that the route to winning people over
is to give them what they want.
• When to use:
• Use it when at fault
• Restore a relationship
• Scenario:
• You are a dealer at M+Z, you have recently sold the latest GLA. After
purchase, the client noticed a defect regarding the sensors on the
right hand side. The clients wants a refund, negotiate?
Avoid
I Lose /You Lose)
• This is most often referred to as "passive aggressive". People who
habitually use this style really dislike conflict

• When to use:
• When the value of investing time to resolve the conflict outweighs
the benefit; or if the issue under negotiation is trivial (trivial to both
parties).
• Less time
• Too much emotions
Scenario:
• You have just been invited to the PVC’s office and you are asked to
defend what colors a new building
Compromising
• Compromising is the style that most people think of as negotiation,
but in reality compromising is usually just haggling.
• Compromising often involves splitting the difference, usually resulting
in an end position of about half way between both party's opening
positions
• When to use it:
• Cooperation is important
• When there is trust to who you loose to
• I Win/loose some
• Half way meeting
Scenario:
• Labour salary increment
Collaborate (I Win -You Win)

• Most people confuse "Win/Win" or the collaboration style with the


compromising style. This is most definitely not the case.
• "Win/Win" is about making sure both parties have their needs met,
and as much mutual value as can be created is created.
• "Win/Win" negotiators usually evolve through the other profiles, they
grow into a collaborative negotiation style.
• This means collaborative profile negotiators can more easily revert to
one or two of the other styles when pushed or when the situation
calls for it.
• Collaborative profile negotiators are adamant that their needs must
be met and they acknowledge that the other party has needs that
must be met too
When to use
• Under most circumstances collaboration is the primary style you
should use for most goals in business to business negotiations.
• Uses both assertiveness and cooperation
• Two heads are better then one:
• Its important that all southern Africa determine and defend the
African position

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