Negotiation approaches and styles by Derek Hendrikz covers collaborative, avoiding, competing, accommodating, compromising, win-win, advocate, emotional negotiating skills for the negotiator. www.derekhendrikz.com

1. Negotiation
Approaches
& Styles
derekhendrikz

2. Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com

3. 2 approaches to negotiation…
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4. The Advocates Approach…
An approach used where a negotiator acts as an advocate
to one party and attempts to determine the most
favourable outcome for the contracting party.
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5. Using the Advocates Approach…
 In court-room or hearing, where judgement will be
made.
 In cases where the most favorable outcome needs
to be negotiated for a party.
 In cases where ‘win / lose’ negotiation is the only
alternative.
 Where continual relationship is irrelevant.
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6. The Win-Win Approach…
An approach used where the negotiating parties are
mutually dependent on a long term relationship and where
equal satisfaction of needs are crucial.
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7. Using the Win / Win’ approach…
 Where continuous relationship is essential.
 Where negotiating parties are part of the same
operating system.
 Where symbiotic survival is crucial.
 Where synergistic cooperation is imperative.
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8. 5 negotiation styles…
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9. Accommodating Style…
These negotiators enjoy solving the other parties problems
and work hard to preserve personal relationships.
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10. The ‘Accommodating’ Style
• Relationship is of utmost importance.
• Important to solve other parties problems.
• Parties are sensitive to emotional states of
the ‘other’.
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11. Avoiding Style…
These negotiators only do so when absolutely necessary, or
when avoidance is impossible.
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12. The ‘Avoiding’ Style
• Useful where negotiation is not important or
where there will be nothing to gain through
negotiation.
• It’s in one or both parties interest not to
negotiate.
• Confrontation needs to be avoided.
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13. Collaborating Style…
These negotiators enjoy negotiations that involve solving
problems in creative ways.
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14. The ‘Collaborating’ Style
 Good relationship already exist.
 Each party understands the concerns and
interest of the other.
 Collective problem-solving is what they love.
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15. Competing Style…
These negotiators view negotiation as an opportunity to
win or gain something.
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16. The ‘Competing’ Style
• Relationship not important at all.
• Once-off negotiation where winning is
important.
• Negotiator has a need to dominate the
bargaining process.
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17. Compromising Style…
These negotiators are eager to close the deal by doing
what is fair and equal for all parties involved.
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18. The ‘Compromising’ Style
• Closing the deal is important.
• Speed at which negotiations must be
concluded is of essence.
• Time is limited.
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20. emotion
in
negotiation
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21. Pro’s Con’s
• Demonstrates empathy.
• Get’s you in the other ‘s shoes.
• Shows that you are human and are
committed to achieving win / win.
• Positive mood can stimulate
confidence; bring about less aggressive
tactics and produce cooperative
strategies.
• Blurs your focus.
• Distracts you.
• Can cause intense and irrational
behavior.
• Can cause conflict to escalate and
negotiations to break down.
• Can reduce the level of trust.
• Angry negotiators pay less attention to
their opponents interest and thus fail
to achieve joint gains.
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22. www.derekhendrikz.com
Triangle 1 Triangle 2
Scope Risk
Cost Quality
Time Resources