Negotiation Conflict Styles
Negotiation Conflict Styles by Calum Coburn
Five Negotiation Styles When to use? What's the Danger? Self Defense
Compete
(I win - You lose)
(aggressive)
- Need to get results quickly.
- Not to family or friends “More interested in "winning" rather than reaching an agreement.”
- Overpowering relationships “Don't Cave In!”
Accommodate
(I Lose - You Win)
“The opposite of competing” - When you or your company are at fault
- Repairing relationships - Generosity as a sign of weaknesses “They may be luring you into reciprocation, obliging you to give back something of greater value in return.”
Avoid
(I Lose - You Lose)
"passive aggressive" - “When the value of investing time to resolve the conflict outweighs the benefit” - Someone is always on the short side of the relationships ending. - “Clear expectations of timing early on in your negotiations”
Compromise
(I Lose / Win Some - You Lose / Win Some)
- Usually just haggling. - No time for negotiations with a party your trust.
- Nothing left to offer - if compromising is the excuse for not doing your research before negotiations. - Only retreat with solid rationale.
Collaborate
(I Win - You Win)
- As much mutual value as can be created is created - Most business-to-business negotiations
- Have an understanding of others interests and values. - Don’t collaborate with competitive negotiators
- Sharing of information. - try other negotiation styles
Conflict Negotiation: Psychological Dynamics
Two ways conflict can arise during a negotiation
- Ones inner state
- Interactions on the negotiation table
- Defensive or offensive - "fight or flight"
- Defense mechanisms
Denial - Not acknowledge the existence of any conflict.
Avoidance – Don’t want to deal with it, and make or find excuses to not deal with it.
Reaction Formation - Respond by adopting the traits or mannerisms of the person they are engaged with.
Displacement – take anger out on another person.
Five Negotiation Styles When to use? What's the Danger? Self Defense
Compete
(I win - You lose)
(aggressive)
- Need to get results quickly.
- Not to family or friends “More interested in "winning" rather than reaching an agreement.”
- Overpowering relationships “Don't Cave In!”
Accommodate
(I Lose - You Win)
“The opposite of competing” - When you or your company are at fault
- Repairing relationships - Generosity as a sign of weaknesses “They may be luring you into reciprocation, obliging you to give back something of greater value in return.”
Avoid
(I Lose - You Lose)
"passive aggressive" - “When the value of investing time to resolve the conflict outweighs the benefit” - Someone is always on the short side of the relationships ending. - “Clear expectations of timing early on in your negotiations”
Compromise
(I Lose / Win Some - You Lose / Win Some)
- Usually just haggling. - No time for negotiations with a party your trust.
- Nothing left to offer - if compromising is the excuse for not doing your research before negotiations. - Only retreat with solid rationale.
Collaborate
(I Win - You Win)
- As much mutual value as can be created is created - Most business-to-business negotiations
- Have an understanding of others interests and values. - Don’t collaborate with competitive negotiators
- Sharing of information. - try other negotiation styles
Conflict Negotiation: Psychological Dynamics
Two ways conflict can arise during a negotiation
- Ones inner state
- Interactions on the negotiation table
- Defensive or offensive - "fight or flight"
- Defense mechanisms
Denial - Not acknowledge the existence of any conflict.
Avoidance – Don’t want to deal with it, and make or find excuses to not deal with it.
Reaction Formation - Respond by adopting the traits or mannerisms of the person they are engaged with.
Displacement – take anger out on another person.