How can you choose the right negotiation style?
Negotiation
Perspectives from experts on the questions that matter to improve your negotiation skills.
This article was an early beta test. See all-new collaborative articles about?Negotiation ?to get expert insights and join the conversation.
There isn't one negotiation style that's universally best in all situations — your approach should vary depending on the situation at hand. Here are four common negotiation styles and the types of situations where they might be most effective:
Competitive
The competitive negotiation style is marked by assertiveness and a focus on winning — competitors are confident in their position and often use assertiveness to gain the upper hand. This style is most effective in scenarios where there's a clear winner and loser, such as when negotiating sales deal or property purchase.
Collaborative
In contrast to the competitive negotiation style, the collaborative style focuses on working together to find a mutually beneficial solution. Collaborators are interested in understanding the other party's needs and finding a way to make both sides happy. This style works best in situations where both sides can benefit from a successful outcome, such as when negotiating a business partnership or contract.
领英推荐
Accommodating
The accommodating negotiation style is all about putting the other person's needs first. Accommodators are interested in maintaining positive relationships with the other party, and they're often happy to make concessions to maintain harmony. This style can be effective in situations where preserving relationships is more important than getting the best deal, such as when negotiating with a long-time client or supplier.
Avoiding
Avoiding conflict is the foundation of this negotiation style. Avoiders try to prevent conflict by steering conversations away from difficult topics, by not pushing back when the other side makes demands, or by leaving the negotiation altogether. This style might be effective in situations where the stakes are low or the relationship with the other party is tenuous.
Explore more
This article was edited by LinkedIn News Editor Anamaria Silic and was curated leveraging the help of AI technology.
Chief Innovators supporting Digital Excellence! Updated MODEL, AI tools that transform. Drive results, build 10xs faster! Expert in Controls, dispute proof leave a legacy of excellence! Industry Speaker.
1 年STYLE? Lets just start with Integrity, facts? The old way, Do what you say you are going to do! Selling is not a art, it is a "thing,"
Master of Business Administration - MBA at University of Phoenix
2 年A win-win scenario is what I always strive for.
For parties that will continue to have a working relationship after the negotiation has ended, the collaborative style of negotiation works best. If both parties feel they have done well, there is no lingering resentment. Instead the negotiation concludes with mutual respect, and that is the foundation of a productive long term relationship.
President / Executive Director Giving Mission, CEO Frontera Equity, past CEO Frontera Solutions.......... FMI Emerge Mentor
2 年It's simple, everyone needs to win in any negotiation for it to be a success. Look for what "they want" and tell them what you want.
The Thomas Kilmann model considering some dimension but from my experience negotiations style is more than five styles and should consider also the following: Personality of the negotiator, Culture barriers. The intensity of the conflict, The type of the relationship.