How can you use negotiation styles to get the best contract?

1 Collaborative style

The collaborative style is based on the idea of creating value for both sides and finding solutions that satisfy everyone's interests. Collaborators are cooperative, creative, and open-minded, and they seek to build trust and rapport with the other party. They are willing to share information, explore options, and make concessions to reach a win-win outcome. To use this style, you need to communicate clearly, listen actively, ask questions, and show empathy. You also need to be flexible, adaptable, and willing to compromise. However, you should not lose sight of your own priorities and objectives, and you should avoid being taken advantage of by more competitive or aggressive negotiators.

2 Competitive style

The competitive style is based on the idea of maximizing your own gains and minimizing your losses. Competitors are assertive, confident, and dominant, and they seek to influence and persuade the other party. They are often focused on price, terms, and deadlines, and they use tactics such as threats, pressure, or bluffing to get what they want. To use this style, you need to prepare well, research the market, and know your BATNA (best alternative to a negotiated agreement). You also need to be clear, firm, and direct, and you should not be afraid to ask for what you want or to walk away if necessary. However, you should not be too aggressive, hostile, or unreasonable, and you should avoid damaging the relationship or reputation with the other party.

3 Accommodating style

The accommodating style is based on the idea of preserving the relationship and harmony with the other party. Accommodators are friendly, supportive, and generous, and they seek to avoid or resolve conflicts. They are often willing to make sacrifices, concessions, or apologies to please the other party or to maintain the status quo. To use this style, you need to be respectful, polite, and courteous, and you should show appreciation and recognition for the other party's contributions. You also need to be aware of the emotional and social aspects of the negotiation, and you should use humor, stories, or compliments to create a positive atmosphere. However, you should not be too submissive, passive, or dependent, and you should avoid compromising your own interests or values.

4 Avoiding style

The avoiding style is based on the idea of withdrawing from or postponing the negotiation. Avoiders are cautious, reserved, and indifferent, and they seek to escape or evade the situation. They are often reluctant to share information, express opinions, or make decisions, and they use tactics such as silence, delay, or diversion to avoid confrontation or commitment. To use this style, you need to have a valid reason, such as needing more time, information, or authority, or wanting to consult with others. You also need to be tactful, diplomatic, and neutral, and you should explain your reasons and intentions clearly and politely. However, you should not be too evasive, vague, or unresponsive, and you should avoid missing opportunities or losing credibility with the other party.

5 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?