Negotiation Styles
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This document discusses five different negotiation strategies: accommodating, avoiding, collaborative, compromising, and competitive. The accommodating strategy prioritizes the relationship over outcomes, avoiding withdraws from negotiation when neither are important, collaborative aims to maximize both relationships and outcomes, compromising splits differences when full collaboration isn't possible, and competitive focuses on winning outcomes over relationships. Examples are provided for each strategy.
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- 1. Negotiation Styles MSL 665 Belhaven University Fall 2014 Sheveeta Gayles
- 2. Negotiation Strategies Accommodating Avoiding Collaborative Competitive Compromising
- 3. Accommodating(lo se to win) Lose to Win Strategy Importance of the relationship is high Importance of the outcome is low To preserve the relationship you lose intentionally on the outcome to win big on the relationship
- 4. Avoiding Strategy Priorities of both the relationship and outcome is low The negotiation is not important enough to pursue conflict. Withdrawing from active negotiation Avoid negotiation
- 5. Collaborative (win-win) High priority for relationship and outcome of negotiation. Maximize outcomes and preserve the relationship Finding resolution to meet both parties need.
- 6. Compromising (split) In the middle When parties can not achieve collaboration Want to achieve some outcome Want to preserve the relationship
- 7. Competitive (win to lose) Outcome of the negotiation is more important Can gain but endanger the relationship We/they attitude
- 8. References Conflict resolution, copyright 2010, mCgraw hill company MSl 665 www.youtube.com www.office.com
Editor's Notes
- http://www.youtube.com/watch?v=hqn4azeHikc&feature=player_detailpage