Negotiation styles accommodating lens, search form
According to observation over the last two decades of hundreds of negotiator behaviors and perspectives and confirmed through negotiation literature, generally people approach negotiations from one of these five styles and exhibit the certain characteristics.
Accommodating profiles think that the route to winning people over is to give them what they want. This is presumably due to a balance between a parasympathetic innervation to the circular fibres of the ciliary muscle and a sympathetic innervation to the longitudinal fibres of the ciliary muscle.
When you or your company are at fault, repairing the relationship is critical, and if you have nothing else that would benefit the other party.
When collaborating, the parties do not just deal with the conflict, but with the underlying issues that created or escalated the conflict. Also strategize on the most effective way of framing your interests and how to communicate shared interests to the other party.
This QuickCounsel provides a summary of the advantages and disadvantages of different types of negotiating formats, negotiating styles and preparation strategies. Are they competitive or do they Accommodate, Avoid, Compromise, or Collaborate?
A lack of trust ensues, and the future of the relationship may seem precarious. Part of the range of accommodation is virtual in the case of the hypermetrope.
Individuals who enjoy negotiations that involve solving tough problems in creative ways. Collaborating is all about value creation and is commonly encouraged by those who support the principled negotiation format.
The second needs to sell the product and make a profit. While positioned bargaining may be adequate for quick and informal negotiations such as price haggling, principled negotiations provide a sound backdrop for successful agreements that add value to both parties by fulfilling mutual interests.
However, the other party's interests may not. Rather than make accommodations, the avoiders simply avoid the situation. Positional bargaining is best characterized by a pie analogy - each party is competing for the biggest slice of the pie.
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