This site uses cookies. By continuing, your consent is assumed. Learn more

132.4fm shares

Accommodating style of negotiation training

opinion

Ever wonder why some negotiators approach the situation from completely different viewpoints and with others it goes easily and smoothly? It might be that they have similar or very different styles. Negotiators have a tendency to negotiate from one of five styles: According to observation over the last two decades of hundreds of negotiator behaviors and perspectives and confirmed through negotiation literature, generally people approach Accommodating style of negotiation training from one of these five styles and exhibit the certain characteristics.

Negotiators that exhibit this style are assertive, self-confident, and focused on the deal and results. On the assertive vs. Using the substance vs. Negotiators that exhibit this style are generally less assertive and apprehensive. They prefer to avoid stepping into or creating tension.

They stay neutral, objective or removed from the situation or leave responsibility to their counterpart. The individual does not immediately pursue their own interests or those of the other person and there is an element of self-sacrifice in this mode. This style is low in assertiveness and in cooperativeness, and not focused on either the substance of the agreement or the relationship. Negotiators that exhibit this style focus on maintaining relationships with the other party.

Negotiators have a tendency to...

They tend to smooth over tensions, minimize differences, and are most concerned with maintaining a good rapport and satisfying the needs of the other party. This style is lower in assertiveness and higher in cooperativeness. These negotiators tend to emphasize the relationship as more important than the substance of the agreement. This style is intermediate in assertiveness and cooperativeness and more focused on creating a decent agreement relatively efficiently while maintaining some Accommodating style of negotiation training. Negotiators that exhibit this style are often honest and communicative.

They focus on finding novel and creative solutions that fully satisfy the concerns of all parties, and suggest many ideas for consideration before deciding. This style is high in assertiveness and in cooperativeness, promoting both the relationship and the substance of the agreement at hand as very important. These negotiators tend to value taking the time to create optimal long-term outcomes over efficiency and leaving value on the table. All styles serve, and each has advantages and risks.