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A competitive negotiation style follows the model of “I win, you lose.” Competitive negotiators tend to do whatever it takes to reach their desired agreement – even when it comes at the expense of another person or entity.
They are results-oriented and focused on achieving short-term goals quickly.
Motto: "Whatever." The accommodating style is one of sacrifice, selflessness and low assertiveness.
You are willing to give up just about everything in order to preserve the relationship with the other party.
Their desire for success motivates them, though the process of negotiation can blind them to potentially harmful impacts.
Competitive negotiators use all tools possible to boost their negotiation success, including: A competitive negotiation style is beneficial when you need to reach a short-term agreement quickly.
Having taken inventory of your style, their style, the importance of the stakes, and the importance of the relationship.
You are now better prepared to consider the best manner in which to proceed.
However, for negotiations with another highly competitive body, it is best to blend negotiation styles to avoid gridlock between two competitive negotiators.
Third, consider the importance of the stakes of the negotiation to you and your organization. Last, consider the importance of your relationship with the other side.
Are they strangers that will remain as such after the negotiation? Are they long standing partner with strategic importance to your organization?
Second, consider the other side’s negotiating style.
Are they competitive or do they Accommodate, Avoid, Compromise, or Collaborate?