Walking on two feet is as human as negotiating, 5 Approaches to Negotiation
Negotiating with family members over their political position, bargaining over project boundaries at work, and negotiating for the final croissant at Sunday brunch are all part of almost every day.
Despite the fact that negotiation is crucial to how people interact, few individuals study negotiation methods, practice negotiation tactics, or learn negotiation as a difficult skill.
Executives must perfect their negotiating methods to achieve at the highest levels of a company, which requires collecting as much negotiation knowledge and expertise as possible.
To that end, here are the five most typical tactics that parties might use during a negotiation, as well as how to manage them so that everyone gets what they want.
1. Competition Approaches to Negotiation
Distributive negotiating, claiming value, zero-sum, and win-lose are all terms used to describe this strategy.
People who use a competitive approach to negotiation typically believe that the purpose of negotiation is to dominate the other side – that only one side can win, and that one side’s interests are constantly at odds with the other’s.
Competitive negotiators often use aggressive techniques like deception and information withholding with the goal of maximizing their own interests while diminishing those of the opposing party.
This strategy has the potential to have incredibly bad outcomes, such as permanently alienating the other party.
This negotiating method, on the other hand, maybe successful if one party can successfully influence the other’s belief and promote their goals as desirable or unavoidable.
2. Avoidance Approaches to Negotiation
Avoidance, often known as the lose-lose strategy, involves one side actively obstructing a negotiation.
This usually happens when a side perceives that their interests are being jeopardized.
Rather than conveying this anxiety or working toward a more ideal solution, that side tries to make the negotiation’s conclusion unsatisfactory for all parties involved.
Both parties of the negotiation should commit to collaboration in order to prevent the avoidance technique from emerging.
Ignoring the needs of others in a certain way sabotages a connection and permanently interrupts a conversation.
If you want to get the most out of a negotiation, avoid the avoidance strategy.
3. Accommodation Approaches to Negotiation
It isn’t wise to adopt the accommodating strategy with every negotiation, as it will consistently minimize one’s interests to a dangerous degree.
However, when a relationship is particularly valuable and one would like to make a favorable impression on another party, being accommodating can be a useful tactic.
It’s not a good idea to use the accommodating method in every negotiation since it will always put one’s interests on the back burner.
Being accommodating, on the other hand, may be a good technique when a connection is very valued and one wants to create a positive impression on another side.
4. Collaboration Approach
Unlike the competition, which includes one party claiming value, cooperation is both parties working together to produce value for each other.
This technique is sometimes referred to as win-win since both parties achieve their objectives and advance their interests at the conclusion of the discussions.
Collaboration would be ideal in every negotiation, but it needs a few crucial aspects, such as both sides’ positive and collaborative attitudes and enough resources for the parties to divide.
Both parties are considerably more likely to feel successful if they successfully communicate information and work together to address challenges.
5. Compromise Approach
Some corporate executives see compromise as a form of a win-win situation, but in reality, it’s somewhere in the middle of win-win and lose-lose.
Compromise entails both sides accepting something less than their desired end; neither side receives the best possible result, but neither side’s interests are neglected.
Due to a lack of resources or misaligned objectives, a compromise is often the best conclusion that discussions can achieve.
Typically, compromise agreements are renewed as resources become available or when one or both parties feel upset by their unmet aims.
Even if the parties involved aren’t aware of it, negotiations will always fall into one of these five types.
Business leaders and executives may acquire control of their discussions by knowing more about negotiation methods and working more effectively to get what they want.