Five Negotiation Styles (Thomas-Kilmann Conflict Modes)
Jaap de Jonge (Editor), Editor, Netherlands
Individuals often have strong dispositions towards one style. The actual style used during a negotiation depends also on the context and the interests of the other party, among other factors. In addition, styles can change over time.
According to the Thomas-Kilmann Conflict Mode Instrument as explained by Shell (Shell R.G., 'Bargaining for Advantage', New York, NY (2006)) there are five styles / responses to negotiation:
: Individuals who enjoy solving the other partyís problems and preserving personal relationships. Accommodators are sensitive to the emotional states, body language, and verbal signals of the other parties. They can, however, feel taken advantage of in situations when the other party places little emphasis on the relationship.
: Individuals who do not like to negotiate and donít do it unless warranted. When negotiating, avoiders tend to defer and dodge the confrontational aspects of negotiating; however, they may be perceived as tactful and diplomatic.
: Individuals who enjoy negotiations that involve solving tough problems in creative ways. Collaborators are good at using negotiations to understand the concerns and interests of the other parties. They can, however, create problems by transforming simple situations into more complex ones.
: Individuals who enjoy negotiations because they present an opportunity to win something. Competitive negotiators have strong instincts for all aspects of negotiating and are often strategic. Because their style can dominate the bargaining process, competitive negotiators often neglect the importance of relationships.
: Individuals who are eager to close the deal by doing what is fair and equal for all parties involved in the negotiation. Compromisers can be useful when there is limited time to complete the deal; however, compromisers often unnecessarily rush the negotiation process and make concessions too quickly.