Selecting A Strategy Is A Key Foundation

1670 Words Sep 18th, 2014 7 Pages
Selecting a strategy is a key foundation in negotiation. Depending on the situation between your position and that of the other party, different negotiation strategies may be used. Picking the right strategy could improve the odds of a successful outcome. Chapter 1.3 of our book demonstrates five basic strategies to use during negotiations. Each strategy has its own set of advantages and disadvantages depending on the circumstances, and in most instances, a mixture of strategies will be used.
There are two key factors that will determine which of the five strategies you will use. These factors will depend on your preferences of: the relationship with the other negotiator and the outcome of the negotiation itself. When different levels of concern for relationship and outcome are graphed, five distinct negotiation strategies emerge:
1. Avoiding (lose-lose)- priorities for both parties are low, so the negotiation is not important enough to pursue any further.
2. Accommodating (lose to win)- the importance of the relationship is high but the outcome is low, therefore, you preserve the relationship by backing off of the negotiation.
3. Competitive (win-lose)- the importance of the relationship is low and the importance of the outcome is high. Therefore, you win at all costs with no respect to the relationship.
4. Collaborative (win-win)- there is high importance for both the relationship and the outcome. Therefore, both parties will result in a solution that benefits…
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