Compromising Negotiating Types

A compromising negotiator’s main concern is finding middle ground and doing what’s fair for both parties. They would rather compromise and settle with less than anticipated, in order to satisfy the needs of the other party. They may rush negotiations and make concessions too quickly which can ultimately lead to a loss.

When this works:

When your party needs to fix or maintain relationships with the other party. Compromising reduces the strain of negotiating.
When you are pushed for time and dealing with a party you have dealt with before and trust.
When you have nothing else you can possibly offer in the negotiation, you may have to settle for less than you hoped for.
Most likely to win against an Avoiding negotiator.

When to be careful:

Never compromise on something where the outcome is critical to your party.
Don’t become known as a compromiser! The other party may wise up to your style which will leave you weak.
Compromising often happens when you have not prepared enough for the negotiation. Preparation is paramount to a successful negotiation.

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 compromising negotiating types can win against them.

Competitive

How to recognise	How 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.	You can often beoverpowered by competitive styles so be sure to hold your own instead of compromising like your instincts will tell you. Your natural style may not work because making concessions can make you seem weak to a competitive negotiator. Stand your ground and restate your position firmly. If they become irritated or aggressive, stay calm and focussed on your desired goal. Don’t let the competitive attitude phase you.

How to recognise

How 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.

You can often beoverpowered by competitive styles so be sure to hold your own instead of compromising like your instincts will tell you.
Your natural style may not work because making concessions can make you seem weak to a competitive negotiator. Stand your ground and restate your position firmly.
If they become irritated or aggressive, stay calm and focussed on your desired goal. Don’t let the competitive attitude phase you.

Collaborative

How to recognise	How 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.

Avoiding

How to recognise	How 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.	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. Start the negotiation as early as possible. Therefore if the other party stalls the negotiation by avoiding, you should still have time available.

Accommodating

How to recognise	How to win
Accommodating negotiators are friendly and interested in creating a positive dynamic for the negotiation. Also keen to smooth over conflicts as quickly as possible. They are mainly concerned with building and preserving relationships between parties.	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. Be wary when the other party is highly accommodating. They may be luring you in with false generosity, in the hope that you feel obliged to return with a high value concession. Make sure that the accommodating negotiator isn’t giving away an unexpectedly high concession. This could lead to their managers rejecting the offer later on, which leaves you back to square one.

How to recognise

How to win

Accommodating negotiators are friendly and interested in creating a positive dynamic for the negotiation. Also keen to smooth over conflicts as quickly as possible. They are mainly concerned with building and preserving relationships between parties.

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.
Be wary when the other party is highly accommodating. They may be luring you in with false generosity, in the hope that you feel obliged to return with a high value concession.
Make sure that the accommodating negotiator isn’t giving away an unexpectedly high concession. This could lead to their managers rejecting the offer later on, which leaves you back to square one.