If you take a class on negotiations, one of the things you are likely to learn is your preferred negotiating style. There are five styles that have been identified and most people tend toward one more than the others, although we are all somewhat of a mixture. It is very helpful to recognize which styles you tend toward so that you can be aware of this when you are going into a negotiation. There is a quick test you can take to figure it out but, as it is copyrighted, I am simply going to describe the styles below in order to start the discussion. You may recognize yourself just from the descriptions.
1. Accommodator: Individuals who enjoy solving the other party’s problems and preserving personal relationships. Accommodators are sensitive to the emotional states, body language, and verbal signals of the other parties. They can, however, feel taken advantage of in situations when the other party places little emphasis on the relationship.
2. Avoider: 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. Collaborator: Individuals who enjoy negotiations that involve solving tough problems in creative ways. Collaborators are good at using negotiations to understand the concerns and interests of the other parties. They can, however, create problems by transforming simple situations into more complex ones.
4. Competitor: 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. Compromiser: 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.