There are five long-recognized styles of negotiating which characterize both approaches to resolving disputes or making deals and the default approach taken by each individual to negotiating.
These styles can be thought of as means for achieving negotiated outcomes as well as a categorization of individuals negotiating.
Are they strangers that will remain as such after the negotiation? Are they long standing partner with strategic importance to your organization?
Having taken inventory of your style, their style, the importance of the stakes, and the importance of the relationship.
Avoiding When preparing for your next negotiation, there are four important points of consideration related to negotiating styles. Do you lean towards Competing, Accommodating, Avoiding, Compromising, or Collaborating?
Second, consider the other side’s negotiating style.
How can you manage disagreements in ways that build personal and collegial relationships rather than harming them?
The use of accommodation often occurs when one of the parties wishes to keep the peace or perceives the issue as minor.
For example, a business that requires formal dress may institute a "casual Friday" policy as a low-stakes means of keeping the peace with the rank and file.
Employees who use accommodation as a primary conflict management strategy, however, may keep track and develop resentment.
The avoidance strategy seeks to put off conflict indefinitely.
Unmanaged or poorly managed conflicts generate a breakdown in trust and lost productivity.