Negotiation Styles

N-2 Strategy Model by Rolling and Christine Glaser

YieldCollabora

te

High need for relationship and low for substance

High need for both relationship and substance

High

Relationship

LowSubstance High

The Five Negotiating Styles

Negotiation Styles

CompromisingUses Cooperation

Concedes minor objectivesDivides needs to satisfy both

partiesMutually exclusive objectives

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Negotiation Styles

AccommodatingRelationship over

objectivesSacrifice now / gain laterDon’t use on key issues

Don’t use if other party is lying

Negotiation Styles

CollaborativeWorking together –

win/winTime-consumingProblem solving /

brainstorming

Don’t use on minor points

Negotiation Styles

AvoidingPassive – lose/lose

Creates frustration / anger

Use on minor issuesUse if you would loseDon’t use in complex

situations

Negotiation Styles

CompetingAggressive style –

win/loseIntimidation / threats /

hostilityUse if you need a quick

decision

Mutually exclusive objectives

Stages In NegotiationPreliminaryOpeningDiagnosisClosing

Thanks

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