This style is low in assertiveness and in cooperativeness, and not focused on either the substance of the agreement or the relationship.
Accommodating: Negotiators that exhibit this style focus on maintaining relationships with the other party.
These negotiators tend to emphasize the relationship as more important than the substance of the agreement.
Compromising: Negotiators that exhibit this style often split the difference, exchange concessions, and seek a quick middle-ground solution, which tends to end in moderate satisfaction of both parties’ needs.
They prefer to avoid stepping into or creating tension.
These are adapted from Thomas Kilmann’s conflict styles and tend to correlate well in negotiation, especially given that there is sometimes tension when two or more parties are trying to meet their differing or conflicting needs. Competing: Negotiators that exhibit this style are assertive, self-confident, and focused on the deal and results.
These individuals tend to pursue their own concerns, sometimes at their counterpart’s expense, and in the extreme can become aggressive and domineering. cooperative scale, this style is higher in assertiveness and lower in cooperativeness. relationship axes, competing negotiators tend to be more focused on the substance than the relationship.
In general, if negotiators strive for using a collaborative style, they incorporate the relationship focus of an accommodating style, the assertiveness on own needs of a competitive style, the caution and observational skills of the avoiding style, and value maximization often neglected by the compromising style.
While the collaborative style may not make sense in all negotiations, this mode can be especially effective with business situations because of the long-term nature of the relationships internally and externally, as well as the need for strong substantive negotiation outcomes.