Negotiatio n Approaches & Styles derek hendrikz
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Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com
2 approaches to negotiation…
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The Advocates Approach…
An approach used where a negotiator acts as an advocate
to one party and attempts to determine the most
favourable outcome for the contracting party.www.derekhendrikz.com
Using the Advocates Approach…
In court-room or hearing, where judgement will be
made.
In cases where the most favorable outcome needs
to be negotiated for a party.
In cases where ‘win / lose’ negotiation is the only
alternative.
Where continual relationship is irrelevant.www.derekhendrikz.com
The Win-Win Approach…
An approach used where the negotiating parties are
mutually dependent on a long term relationship and where
equal satisfaction of needs are crucial.www.derekhendrikz.com
Using the Win / Win’ approach…
Where continuous relationship is essential.
Where negotiating parties are part of the same
operating system.
Where symbiotic survival is crucial.
Where synergistic cooperation is imperative.
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5 negotiation styles…
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Accommodating Style…
These negotiators enjoy solving the other parties problems
and work hard to preserve personal relationships.www.derekhendrikz.com
The ‘Accommodating’ Style
• Relationship is of utmost importance.
• Important to solve other parties problems.
• Parties are sensitive to emotional states of
the ‘other’.
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Avoiding Style…
These negotiators only do so when absolutely necessary, or
when avoidance is impossible.www.derekhendrikz.com
The ‘Avoiding’ Style
• Useful where negotiation is not important or
where there will be nothing to gain through
negotiation.
• It’s in one or both parties interest not to
negotiate.
• Confrontation needs to be avoided.www.derekhendrikz.com
Collaborating Style…
These negotiators enjoy negotiations that involve solving
problems in creative ways.www.derekhendrikz.com
The ‘Collaborating’ Style
Good relationship already exist.
Each party understands the concerns and
interest of the other.
Collective problem-solving is what they love.
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Competing Style…
These negotiators view negotiation as an opportunity to
win or gain something.www.derekhendrikz.com
The ‘Competing’ Style
• Relationship not important at all.
• Once-off negotiation where winning is
important.
• Negotiator has a need to dominate the
bargaining process.
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Compromising Style…
These negotiators are eager to close the deal by doing
what is fair and equal for all parties involved.www.derekhendrikz.com
The ‘Compromising’ Style
• Closing the deal is important.
• Speed at which negotiations must be
concluded is of essence.
• Time is limited.
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emotionin
negotiation
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Pro’s & Con’s of Emotion In Negotiation
Pro’s Con’s
• Demonstrates empathy.
• Get’s you in the other ‘s shoes.
• Shows that you are human and are committed to achieving win / win.
• Positive mood can stimulate confidence; bring about less aggressive tactics and produce cooperative strategies.
• Blurs your focus.
• Distracts you.
• Can cause intense and irrational behavior.
• Can cause conflict to escalate and negotiations to break down.
• Can reduce the level of trust.
• Angry negotiators pay less attention to their opponents interest and thus fail to achieve joint gains.
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PMBOK 6 point Star Variables
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Triangle 1 Triangle 2
Scope Risk
Cost Quality
Time Resources
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