Negotiating styles are classified based on the degree of assertiveness and cooperativeness displayed.
The collaborative negotiating style is considered the most positive of the five styles. It involves high assertiveness and high cooperativeness, where all parties involved are recognized and acknowledged. The collaborative approach encourages working together and using creative problem-solving skills to find a mutually agreeable solution.
It is best to steer clear of having low assertiveness and low cooperativeness in negotiations. This style is considered the least favorable out of the five and is marked by a lack of action.
The competitive style is characterized by high assertiveness and low cooperativeness. It is often employed by individuals or teams with domineering personalities.
The accommodating style is defined by low assertiveness and high cooperativeness. Individuals who use this style prioritize maintaining relationships and are more concerned with the needs of the other person.
The compromise style involves a moderate level of assertiveness and cooperativeness. Although it may seem like a fair approach, it is usually used when both parties have to give up something and neither of them is fully content with the outcome.