This activity is important because understanding the differences between negotiation contexts can be very important for achieving an

optimal outcome. Each of us has a unique set of personal life experiences that, in turn, have a profound effect on how we interact with

others. Our upbringing, education, personality, culture, relationships, and dozens of other factors all contribute to the manner in which

we communicate with others. These differences in communication styles translate into how we negotiate. Based on consistencies in

these patterns across a wide variety of negotiation settings, researchers have identified five distinct negotiation styles:

accommodators, avoiders, collaborators, competitors, and compromisers. It is important to understand each of the five negotiation

strategies and how they can impact sales success.

Match each characteristic to the appropriate negotiation style.

Tolerate conflicts

Sensitive to others

Need to repair a

relationship

Rush negotiation

process

Solve problems

creatively

Focus on winning

Fair and equal

Do not like to

negotiate

Opportunity to win

Invest time in

finding solutions

Accommodators

Avoiders

Collaborators

Competitors

Compromisers