In a previous post, we touched on negotiation strategies and their general characteristics and the differences between negotiation styles. In the following article, we develop this theme with a descriptive explanation of what specific negotiation strategies consist of.
Do any of these fit with your chosen strategy? Or do you want to identify your dominant style and improve your own skills?
A strategy of avoiding
Avoidance can be likened to passivity, procrastination, playing for time in the hope that possible disputes will resolve themselves. Letting decisions be made for us and being unwilling to take risks or even take responsibility. It also involves avoiding the other side of the negotiation, which can ultimately not only delay the whole process, but can even lead to the negotiation talks breaking down.
A strategy of submissive
Submission or compliance is a way of acting based on sacrificing one's own interests for the benefit of a partner negotiation. This carries the risk of large losses. This attitude allows the other party to steer the negotiation process in such a way as to derive the maximum benefit for itself.
A strategy of competition
Fighting with a counterparty is precisely a model of strategy, involving competition. It is an attempt to exert influence, to pressure the other party in the negotiation, to impose one's own will. It is not beneficial to the negotiation process because it can discourage the partner from further talks. It is a strategy based on the win-lose model, which we wrote more about in the article „1. Business negotiation - negotiation styles”.
A strategy of cooperation
A model based on mutual respect for the interests of both parties. In pursuit of a goal, the partner's position is taken into account and common points are agreed upon. It is characteristic here to have factual, metaphor-based discussions and to use thoughtful argumentation. In the cooperative model, it may be necessary to abandon the previous path of discussion as a result of the lack of compromise, but this does not mean the end of the negotiation, but taking it in a different direction.
A strategy of compromise
Compromise is based on a balance of gains and losses. It usually involves us being willing to make concessions on the condition that the other party will also do so. However, in the outcome of talks based on compromise, it is important that the satisfaction of the final negotiation is equal for us and for the partner. Neither less nor more.
Matching your negotiation strategy to your objective, as well as its compatibility with your negotiating styles, can have a key impact on the course of the talks. Negotiation is an art that needs to be mastered in order to be successful. It is therefore extremely important to take part in negotiation workshops i business training, which allow you to expand your knowledge and train the skills you have already acquired. It is also worth taking advantage of regular support negotiating sparring partner or negotiating shadow. An objective look at our negotiating style in relation to the subject under negotiation can make a lot of difference to the results achieved.
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