Negotiation styles
Negotiation happens far more often than most people realise - not just in commercial deals, but in every conversation about resources, scope, deadlines and priorities. The style you bring shapes both the outcome and the relationship that follows.
Going into a negotiation you focus on:
Competitive negotiation treats the situation as a fixed pie - what one side gains, the other loses. The competitive negotiator pushes for the best deal for themselves, holds information close and uses leverage. This style is appropriate when:
- The relationship is one-off and unlikely to continue.
- Stakes are high and the other side is also being competitive.
- A clear, defensible result is more important than goodwill.
Overused, it damages trust and burns relationships you may need later.
Choosing your style
The right style depends on the stakes, the relationship and the other side's behaviour:
- Competitive when the deal is one-off and pure value extraction.
- Collaborative when the relationship and outcome both matter.
- Compromising when speed matters more than optimum.
- Accommodating to invest in goodwill or because they need it more than you.
- Avoiding to buy time or sidestep an unimportant fight.
Strong negotiators read the situation, name what they are doing and shift styles as the conversation evolves. They also know their own default - and stretch beyond it when the situation demands.
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