Negotiation

Styles
Part 2
Ms. E Shakalela
Negotiation styles/Conflict Negotiation Styles

• There are five Negotiation Styles

• All five profiles of dealing with conflict are useful in different
situations.
• Although we're capable of using all five, most of us tend to have one
or two preferred negotiation conflict styles that we use unconsciously
in most conflict situations.
• Why would a person prefer a certain negotiation style?
• It worked in the past for them
• People often ask "which is the best negotiation style
Scenario:
• You are at the end of your first year, you spend about N$ 2500 to buy
all your first year materials, you are selling your materials at N$ 1500
but the buyer only have N$800, are you likely to accept N$ 800?
Competitive Negotiators (I win -You lose)

• Competitive style negotiators pursue their own needs

• Its not their aim to make you feel bad, its just that they are focused
on getting what they want.
• When can it be used?
• When you need to act or get results quickly Competition is critical
when you are certain that something is not negotiable and immediate
compliance is required.
• Avoid being emotional
Accommodating Negotiators –I lose-you win
• Accommodating profiles think that the route to winning people over
is to give them what they want.
• When to use:
• Use it when at fault
• Restore a relationship
• Scenario:
• You are a dealer at M+Z, you have recently sold the latest GLA. After
purchase, the client noticed a defect regarding the sensors on the
right hand side. The clients wants a refund, negotiate?
Avoid
I Lose /You Lose)
• This is most often referred to as "passive aggressive". People who
habitually use this style really dislike conflict

• When to use:
• When the value of investing time to resolve the conflict outweighs
the benefit; or if the issue under negotiation is trivial (trivial to both
parties).
• Less time
• Too much emotions
Scenario:
• You have just been invited to the PVC’s office and you are asked to
defend what colors a new building
Compromising
• Compromising is the style that most people think of as negotiation,
but in reality compromising is usually just haggling.
• Compromising often involves splitting the difference, usually resulting
in an end position of about half way between both party's opening
positions
• When to use it:
• Cooperation is important
• When there is trust to who you loose to
• I Win/loose some
• Half way meeting
Scenario:
• Labour salary increment
Collaborate (I Win -You Win)

• Most people confuse "Win/Win" or the collaboration style with the

compromising style. This is most definitely not the case.
• "Win/Win" is about making sure both parties have their needs met,
and as much mutual value as can be created is created.
• "Win/Win" negotiators usually evolve through the other profiles, they
grow into a collaborative negotiation style.
• This means collaborative profile negotiators can more easily revert to
one or two of the other styles when pushed or when the situation
calls for it.
• Collaborative profile negotiators are adamant that their needs must
be met and they acknowledge that the other party has needs that
must be met too
When to use
• Under most circumstances collaboration is the primary style you
should use for most goals in business to business negotiations.
• Uses both assertiveness and cooperation
• Two heads are better then one:
• Its important that all southern Africa determine and defend the
African position