Accomodating strategy in negotiation
But in the long run, this is a mistaken impulse, unless accompanied by a sound business rationale such as a reduction in scope, change in terms or outcome from the deal. There is a world of difference between being a vendor that takes orders and being a valued peer or co-strategist.The former defaults to a defensive or reactive position, missing opportunities to help their client, increase the value of an account and build a more durable, mutually profitable relationship.Moving from the master/servant paradigm isn’t about gaining the upper hand …The “time factor” — how you manage it against other considerations and use the high-level (or macro) agenda to help create agreement has a huge impact on your success!People often ask "which is the best negotiation style?" As with much management theory there is no single 'best' or 'right' approach.This was certainly the case during an engagement with one of our technology clients, whose customer was in the European auto segment.All of our client’s revenue with this automaker was …
It can be used to get a quick resolution, with the prevention of further escalation (Robin 2002).
Conflict management strategies are centered around two types of perceived conflict: dysfunctional and functional.