Accommodating Negotiating Types

An accommodating negotiators main concern is preserving relationships with the other party. They like to connect on a personal level, and would be put out if the other party wasn’t interested in also building relationships.

They would attempt to smooth over conflicts and mend fences in order to end the negotiation on a positive and friendly note. It is important to an Accommodating negotiator what the other party thinks of them.

Photograph of colleagues being friendly

When this works:

  • Accommodating negotiators are needed when your company needs to build bridges and repair relationships with the other party. Often needed if your company is the reason for the broken relationship.
  • Building relationships can be beneficial to the team because it gives you an insight into the personal goals, expectations and, more importantly, weaknesses of the other party.
  • Use this style at the start of a new negotiation process. This will create a positive dynamic to start negotiations, while also gathering personal information about the other party.
  • Most likely to win against a Compromising negotiator.

When to be careful:

  • Never accommodate when negotiating against high compete styles as this will be seen as a sign of weakness.
  • Don’t satisfy the needs of the other party at the jeopardy of your company. It is important that you keep your company’s goals as the most critical consideration.
  • Negotiations are not always friendly environments. Try to not be offended if the other party isn’t interested in building relationships

 

Defence against other negotiation styles

Now you know about your own negotiation style, here’s some tips on how to recognise negotiators with other styles, and more importantly, how to win against them.

Competitive

How to recogniseHow to win
Competitive negotiators are highly results-driven. They are focussed and assertive in their communication and can become aggressive. They will have little time for pleasantries and will jump straight into the nitty-gritty of the negotiation.
  • Using an accommodating approach can often unsettle a competitive negotiator because they cannot win using their natural strategic method.
  • Use strong language such as “we need” rather than “we’d like” as it demands authority.
  • Making concessions will make you seem weak to a competitive negotiator, therefore they could take advantage of you further

 

Collaborative

How to recogniseHow to win
Collaborative negotiators are open and honest. They try to understand the concerns of the other party and aim to find creative solutions to mutually satisfy both parties. They may explore many different possible avenues to do this.
  • Your negotiation styles are similar, as you are both interested in creating a positive relationship with the other party. Use this to your advantage and build relationships.
  • Stick to your guns. Collaborative negotiators like to find solutions and alternatives, but if you don’t leave room for manoeuvre, they won’t be able to play to their strengths.

 

Compromising

How to recogniseHow to win
Compromiser negotiators do what is fair for both parties. They would rather settle with less in order to satisfy the other party’s needs. Watch out, they often rush negotiations and make large concessions.
  • Your negotiation styles are similar, as you are both interested in creating a positive relationship with the other party. Use this to your advantage and build relationships.
  • Take your time negotiating. The compromiser usually wants to close the deal as quickly as possible which will work to your advantage.
  • Don’t give in to the idea of splitting the difference until you have explored all the alternatives.
  • Stick to your guns. The compromiser will usually be the first to concede.

 

Avoiding

How to recogniseHow to win
Avoider negotiators strongly dislike conflict, so will try to dodge negotiations by any means possible. They may be seen to pass responsibility on to other team members or avoid the negotiation situation altogether.
  • Start the negotiation as early as possible. Therefore if the other party stalls the negotiation by avoiding, you should still have time available.
  • Give the other party clear and defined mini deadlines at the beginning of the negotiation process. This should stop the other party stalling throughout the negotiation process.
  • Don’t be put off if the other party is avoiding communication and not interested in forming relationships. Keep your focus on the desired negotiation goal.