Richard Shell identified five approaches to negotiation. He classified them as avoiding, accommodating, competing, collaborating and compromising. Each style chosen depends on several factors including the outcome you’d like achieving along with the party holding the negotiations
Negotiation is an art, mostly innate but can be learned. Simple yet effective techniques may turn negotiation far easier than anticipated and more creative. It’s important to understand all about what you’re negotiating for as well as opponent’s position but also ensuring that you get the best thing in the end. You need keeping your emotions shrouded for being effective during negotiation.
There’s an old saying that he who speaks first would eventually lose. In the past, the very concept of negotiation was based on a winner and loser but with time, several changes have been introduced along with training initiatives that actually teaches the art. Some techniques to work with are listed below so check it out!
The Harvard Law School Program on Negotiation cites that “accommodating” is that style of negotiation which promotes sympathy over-assertiveness. These accommodating negotiators wish to reach a settlement quickly and without any conflict or threat that’s harmful to personal as well as professional relationship. This way, a negotiator may not get what he wants in the end and negotiations may end without any real bargain. This style fits only to certain situations but not proposed for everyone and every situation.
Let’s assume the team you’re associated with has to choose a group reward to achieve quarterly results. Or perhaps your colleagues are willing to visit an amusement park but being the top performer, your eyes are set for fine dining in a fancy five-star restaurant. In this situation, the majority’s vote is a visit to the park so you’ll probably go along with them rather than enforcing your preferences.
2.Sidestep or avoiding style
This style isn’t just particular to women but men are more willing to negotiate than females. This experiment is conducted by the James Walton Professor of Economics at Carnegie Mellon’s School of Public Policy and Management; Linda Babcock. Her findings concluded that women engaged in negotiation were far anxious for more money even after being debriefed that participation payment lies somewhere between $5 and $12.
Babcock also suggested that women who avoid negotiations earn less than the male counterparts throughout the professional career. This “avoiding” style is best in situations that eventually get explosive.
3.Collaborative or shared
Coburn realized that collaborative negotiation style deals with a win-win outcome and mustn’t be confused with or compared to the compromising negotiation style. Collaborators may find a way to ensure all demands are fulfilled even of those involved from the other parties. When leaving the table or conversation, one wouldn’t feel as if neglected or at a disadvantage as the very atmosphere promotes a sense of mutual satisfaction and accomplishment.
4.The challenging or competing
Competitor negotiates to win and not very fond of other party’s feelings and outcomes. The entire process seems like a game that must be won by any means necessary. As per ASME International, in situations where rights are dishonored and there isn’t enough time to settle the differences whereas others are at risk as well, the competitive style is the best fit. The only downside is your potential competitors would know of the reaction from your end and devise their strategies accordingly that leads directly to a deadlock than concession.
Negotiation skills training is essential which introduce participants to very different styles which they can implement as per the situation and win the game. Outlined above are four most common styles readily practiced in the business world!