Negotiation is an important skill in not just business but many aspects of life. Whether you’re discussing a job offer, haggling over a purchase, or resolving a conflict, knowing how to negotiate effectively can make a significant difference.
One important but often overlooked aspect of negotiation is understanding the various styles that people employ. Each style has its strengths and weaknesses, and knowing when to use them can lead to favourable outcomes. We will discuss some of the different negotiation styles and explore which one is the most effective in various negotiation situations.
Competitive (or Assertive) Style
In this style, negotiators are assertive and often focus on their own interests, sometimes at the expense of others’. They tend to be direct, firm, and unyielding. This style can be effective when dealing with highly competitive situations, such as price negotiations or contract agreements. However, it may strain relationships and lead to resentment if overused.
Collaborative (or Integrative) Style
Collaborative negotiators typically prioritise finding solutions that satisfy all parties’ interests. They are open to:
• Brainstorming
• Actively listening to others’ perspectives
• Seeking win-win outcomes
This style builds trust and strengthens relationships, making it ideal for long-term partnerships and complex negotiations where mutual gains are possible.
Compromising Style
The Compromising Style involves seeking a middle ground where both parties make concessions to reach an agreement. Negotiators employing this style are willing to give up some of their demands in exchange for concessions from the other side. Compromising can expedite negotiations and resolve conflicts efficiently, but it can occasionally result in outcomes where neither party achieves their ideal objectives.
Avoidant Style
In some cases, salespeople may choose to avoid negotiation altogether due to discomfort or fear of conflict. They may sidestep confrontations or defer decision-making, hoping that issues will resolve themselves over time.
While avoidance can temporarily reduce tension, it often leads to unresolved issues and missed opportunities.
Accommodating Style
The Accommodating negotiator prioritises maintaining relationships and is willing to sacrifice their own interests to satisfy others’ needs. They may concede easily to avoid conflict or to preserve harmony in relationships.
While this style can build goodwill and foster cooperation, it may also result in people being taken advantage of if not balanced appropriately.
So, which negotiation style is most effective?
The answer depends on many factors, including the nature of the negotiation, the parties involved, and the desired outcomes. Each negotiation situation is different, and each style is effective when used at the right time. It’s important to adapt your style to the negotiation you are in.
Ultimately, mastering negotiation involves understanding each style’s nuances and knowing when to adapt your approach to suit the situation. Flexibility, communication, and a focus on achieving mutual gains are some of the key principles that can guide negotiators toward successful outcomes, regardless of the style used.
By refining these skills, you can navigate negotiations with confidence and achieve results that benefit all parties.
Contact KONA today to find out more about our tailored Negotiation Training Programs and the benefits that advancing negotiation skills can bring to your Sales Team.
Call 1300 611 288 or email info@kona.com.au
