166 ◾ The Guide to Entrepreneurship: How to Create Wealth for Your Company
8.6.4 Negotiation Styles
Professor Shell
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identied ve styles/responses to negotiation. Individuals
can often have strong dispositions toward numerous styles; the style used
during a negotiation depends on the context and the interests of the other
party, among other factors. In addition, styles can change over time, that is,
negotiation styles are situational.
1. Accommodating: Individuals who enjoy solving the other party’s prob-
lems and preserving personal relationships. Accommodators are sensi-
tive to the emotional states, body language, and verbal signals of the
other parties. However, they can feel taken advantage of in situations
when the other party places little emphasis on the relationship.
2. Avoiding: Individuals who do not like to negotiate and don’t do it
unless warranted. When negotiating, avoiders tend to defer and dodge
the confrontational aspects of negotiating; however, they may be
perceived as tactful and diplomatic.
3. Collaborating: Individuals who enjoy negotiations that involve solving
tough problems in creative ways. Collaborators are good at using nego-
tiations to understand the concerns and interests of the other parties.
However, they can create problems by transforming simple situations
into more complex ones.
4. Competing: Individuals who enjoy negotiations because they present
an opportunity to win something. Competitive negotiators have strong
instincts for all aspects of negotiating and are often strategic. Because
their style can dominate the bargaining process, competitive negotiators
often neglect the importance of relationships.
5. Compromising: Individuals who are eager to close the deal by
doing what is fair and equal for all parties involved in the negotiation.
Compromisers can be useful when there is limited time to complete the
deal; however, compromisers often unnecessarily rush the negotiation
process and make concessions too quickly.
Figure8.9 shows the ve negotiating styles.
8.6.5 Negotiation Tactics
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Tactics are always an important part of the negotiating process. However,
tactics do not often jump up and down shouting, “Here I am, look at me.”