Negotiation styles

Kenneth W. Thomas identified five styles of negotiation.

The style used during a negotiation depends on the context
and the interests of the other party, and also the style can
change over time.
The five styles of negotiation is :
1. Competing;
2. Accommodating;
3. Avoiding;
4. Compromising;
5. Collaborating;

1. Compete (I win - You lose)
Competitive style negotiators pursue their
own needs - yes, even when this means
others suffer.
They often use power and tactics they can
gather, including their personality, position,
economic threats
The negotiators who adopt this style, their
behaviour is aggressive or psychotic.
Accommodating (I Lose - You Win)
The opposite of competing.
For negotiators who adopt this style, the
relationship is everything in business.
Accommodators think the route to winning
people is to give them what they want like:
products services and information.
They are liked by their colleagues and
opposite party negotiators
Avoid (I Lose - You Lose)
This is most often referred to as "passive
aggressive".
People who habitually use this style really
dislike conflict and they choose to get
revenge than to talk about the issues;
They may be perceived as tactful and
diplomatic in business negotiation.
Compromise (I Lose / Win Some - You Lose / Win
Some)
Compromising is the style that most people
think of as negotiation but this means just
haggling;
Compromisers can be useful when there is
limited time to complete the deal;
Compromising involves splitting to half
way between the both parts and this
seems "fair" for negotiators.
Collaborate (I Win - You Win)
Most people confuse "Win/Win" or the
collaboration style with the compromising
style
Collaborators are good at using
negotiations to understand the concerns
and interests of the other parties;
In this style can apear some problems like
transforming the simple situations into
more complex ones
Bibliografie
www. hms.harvard.edu
www. wikipedia.org