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流利说商务英语Level5Unit1Part5NegotiatingStylesBecausepeoplehavedifferentnegotiatingstyles,itcanbehardtopredicthowtheotherpartywillactinanegotiation.Knowingdifferentnegotiationstyleswillprepareyoutonegotiatesuccessfully.AvoidingNegotiatorswhohaveanavoidingstyleareoftencautiousandtrytoavoidconflict.Theydon'timmediatelypursuetheirowninterestsandlettheircounterpartscontrolthenegotiation.AnavoidingstyleworkswellwhenthenegotiationisnotimportantorwhenmoreInformationisneeded.Negotiatorswithanavoidingstyledon'timmediatelypursuetheirowninterests.AccommodatingAccommodatingnegotiatorsfocusonbuildingandmaintainingrelationshipswiththeircounterparts.Ratherthanpursuingtheirowninterests,theyareconcernedwithhowtosatisfytheneedsoftheotherparty.Anaccommodatingstyleworkswellwhentherelationshipwiththeothersideismoresignificantthanthenegotiation.Ifonesideistooaccommodating,theymayconcedemorethantheyneedto.CompromisingCompromisingnegotiatorslookforthemiddleground.Theywilloftenmakeconcessionsinordertosatisfybothpartiesbasicneeds.CollaborativeCollaborativenegotiatorstrytounderstandandcooperatewiththeircounterparts.Theyfocusonsolutionsthatsatisfytheneedsofbothpartiesasmuchaspossible.Acollaborativestylecanbemutuallybeneficialbecausenegotiatorslookforawin-winsituation.Collaborativenegotiatorsthinkofsolutionsthatcansatisfytheneedsofbothpartiesasmuchaspossible.Collaborativenegotiatorsfocusonsolutionsthatsatisfytheneedsofbothparties.CompetitiveCompetitivenegotiatorsareaggressive.Theyfocusontheirownneedsratherthanmaintainingarelationshipwiththeotherparty.Negotiatinginacompetitivewaycanleadtoafastagreement,butitcanalsoleadtoafastdeadlock.Ifyoualwaysuseacompromisingstyle,theothersidemaythinkyouareweak.Whenmightcollaborationnotworkwell?Whentheothersideisn’tinterestedinawin-winsituation.Whichtypeofnegotiatorstrytosatisfybothpartiesasmuchaspossible?CollaborativeWedon’tmindcompromisingandsettlingforlessaslongastherelationshipremainsstrong.