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Negotiation Styles

- An avoiding negotiation style follows a "I lose, you lose" model and is passive-aggressive. It works best for trivial matters. - A compromising style follows a "I win/lose some, you win/lose some" model by finding middle ground. It works under tight deadlines with trustworthy parties. - A collaborative style uses an "I win, you win" model through cooperation. It is generally effective for most business negotiations.

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Daniela Lara Saénz
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68 views1 page

Negotiation Styles

- An avoiding negotiation style follows a "I lose, you lose" model and is passive-aggressive. It works best for trivial matters. - A compromising style follows a "I win/lose some, you win/lose some" model by finding middle ground. It works under tight deadlines with trustworthy parties. - A collaborative style uses an "I win, you win" model through cooperation. It is generally effective for most business negotiations.

Uploaded by

Daniela Lara Saénz
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

- A collaborative negotiation style follows - The compromising negotiation style follows - An avoiding negotiation style follows - An accommodating negotiating
- Follows the model of “I win, you lose.
the “I win, you win” model. a “I win/lose some, you win/lose some” model. a “I lose, you lose” model. style follows the “I lose, you win”
model – which does not seem to
- They are results-oriented and focused - A collaborative negotiation style is effective be in a negotiator’s best interest.
on achieving short-term goals quickly. - For example, if two governments are trying to - Since avoiders dislike conflict and
in most business negotiations.
reach a trade agreement, a compromiser might struggle with direct communication, - Accommodators tend to try to
- Is beneficial when you need to reach a give the other government greater access to their they come off as passive-aggressive. win people over by giving in to
- A collaborative negotiation style is effective country’s dairy market to gain protections for their requests.
short-term agreement quickly. - Avoiding negotiation styles work
in most business negotiations. digital media trade.
best in situations where the - Accommodating negotiation
negotiation concerns a matter that styles work best in situations
- A compromising negotiation style is most useful is trivial to both parties. where your company has caused
in situations where the opposite party is trustworthy,
harm to another and needs to repair
and the agreement is under a tight deadline.
a significant relationship.

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