The accommodation approach is a more submissive style in which a party is ready and willing to offer information and make concessions. The individual most likely places the relationship as a top priority.
“This is a successful approach when mending or maintaining relationships,” said Newell. “If a company is in the midst of crisis, it’s a great strategy to avoid litigation and appease the other party.” Otherwise, he recommends using this strategy sparingly.
Where an accommodating style is submissive, avoidance is passive aggressive.
“It skirts the issue rather than attacking it head-on,” explained Newell.
Many view it as less transparent and honest because communication lines can be weak. Newell said it’s a great tactic to use in a highly emotional negotiation when focusing solely on the facts and to avoid emotional issues.
With collaboration, both parties brainstorm and create mutual value. While this is often time-consuming and requires the most skills, Newell said both parties’ needs are typically met, and strong relationships can be the end result.
Compromise, also called “positional negotiating,” involves splitting the difference, which usually results in a decision that is halfway between both parties’ opening positions. Newell recommended using this approach when pushed for time and dealing with someone you trust.
“Both parties win and lose,” he said. “Meeting halfway reduces strain on the relationship but usually leaves something on the table.”
The Seven Sins of Negotiating
1. Pride- Be prepared to compromise.
2. Glutton- Don’t bite off more than you can chew.
3. Anger- Handle objections calmly rather than getting into arguments.
4. Covetousness- Prioritize needs and wants.
5. Envy- Know your competitors’ strengths and weaknesses.
6. Sloth- Do your homework.
7. Lust- Don’t look desperate to settle.