Understanding Negotiation Styles

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 communlcation styles translate into how we negotiate. Based on consistencies in these patterns across a wide variety of negotlation 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.

$\backslash$table$[[\backslash$table$[[$Solve problems$],[$creatively$]],$Focus on winning,$\backslash$table$[[$Invest time in$],[$finding solutions$]],\backslash$table$[[$Need to repair a$],[$relationship$]],$Sensitive to others$],[\backslash$table$[[$Rush negotiation$],[$process$]],$Opportunity to win,Tolerate conflicts,$\backslash$table$[[$Do not like to$],[$negotiate$]],$Fair and equal$],[$Accommodators$,$Avo$$ders$,$Collaborators,Competitors,Compromisers$]]$