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    Negotiation 3

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    Pratik Kitlekar
    The document discusses five negotiating styles: compromising, accommodating, collaborative, avoiding, and competing. Compromising involves conceding minor objectives to satisfy both parties. Accommodating prioritizes relationships over objectives and involves sacrificing now to gain later. Collaborating involves working together to find win-win solutions through problem solving and brainstorming. Avoiding is a passive style that creates frustration and should only be used on minor issues. Competing is an aggressive win-lose style that uses intimidation and is best for situations requiring a quick resolution. The document also outlines stages in negotiation including preliminary, opening, diagnosis, and closing.

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    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd

    Negotiation 3

    Uploaded by

    Pratik Kitlekar
    27 views10 pages
    The document discusses five negotiating styles: compromising, accommodating, collaborative, avoiding, and competing. Compromising involves conceding minor objectives to satisfy both parties. Accommodating prioritizes relationships over objectives and involves sacrificing now to gain later. Collaborating involves working together to find win-win solutions through problem solving and brainstorming. Avoiding is a passive style that creates frustration and should only be used on minor issues. Competing is an aggressive win-lose style that uses intimidation and is best for situations requiring a quick resolution. The document also outlines stages in negotiation including preliminary, opening, diagnosis, and closing.

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    Negotiation

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    The document discusses five negotiating styles: compromising, accommodating, collaborative, avoiding, and competing. Compromising involves conceding minor objectives to satisfy both parties. Accommodating prioritizes relationships over objectives and involves sacrificing now to gain later. Collaborating involves working together to find win-win solutions through problem solving and brainstorming. Avoiding is a passive style that creates frustration and should only be used on minor issues. Competing is an aggressive win-lose style that uses intimidation and is best for situations requiring a quick resolution. The document also outlines stages in negotiation including preliminary, opening, diagnosis, and closing.

    Copyright:

    © All Rights Reserved
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    27 views10 pages

    Negotiation 3

    Uploaded by

    Pratik Kitlekar
    The document discusses five negotiating styles: compromising, accommodating, collaborative, avoiding, and competing. Compromising involves conceding minor objectives to satisfy both parties. Accommodating prioritizes relationships over objectives and involves sacrificing now to gain later. Collaborating involves working together to find win-win solutions through problem solving and brainstorming. Avoiding is a passive style that creates frustration and should only be used on minor issues. Competing is an aggressive win-lose style that uses intimidation and is best for situations requiring a quick resolution. The document also outlines stages in negotiation including preliminary, opening, diagnosis, and closing.

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    You are on page 1of 10

    Negotiation Styles

    N-2 Strategy Model by Rolling and


    Christine Glaser
    High
    Yield

    High need for


    relationship
    and low for
    substance

    Collabora
    te

    Relationshi
    p

    Low
    Substance

    High

    High need for


    both
    relationship and
    substance

    The Five Negotiating Styles

    PAGE 16

    Negotiation Styles

    Compromising
    Uses Cooperation
    Concedes minor objectives
    Divides needs to satisfy both
    parties

    Mutually exclusive objectives

    Negotiation Styles

    Accommodating
    Relationship over
    objectives
    Sacrifice now / gain later
    Dont use on key issues
    Dont use if other party is

    Negotiation Styles

    Collaborative
    Working together
    win/win
    Time-consuming
    Problem solving /
    brainstorming

    Negotiation Styles

    Avoiding
    Passive lose/lose
    Creates frustration /
    anger
    Use on minor issues
    Use if you would lose

    Negotiation Styles

    Competing
    Aggressive style
    win/lose
    Intimidation / threats /
    hostility
    Use if you need a quick

    Stages In Negotiation
    Preliminary
    Opening
    Diagnosis
    Closing

    Click icon to add


    picture

    Thanks

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