Negotiation Style

What is a Negotiation Style?

A negotiation style is the personality-shaped way of negotiating. People approach negotiations differently – for example more cooperatively or competitively – depending on personality, experience, and situation.

Negotiation Style in Detail

Every person brings a preferred way of negotiating. A well-known model (after Thomas and Kilmann, originally for conflicts) distinguishes five styles along the dimensions of assertiveness and cooperation: competing (assertive, little cooperative), accommodating (cooperative, little assertive), avoiding (neither), compromising (medium in both), and cooperating/collaborating (high in both, win-win-oriented). No style is per se the best – it depends on the situation: in a one-off, purely distributive price negotiation an assertive style can fit, in a long-term partnership a cooperative one. It is important to know your own preferred style (and its strengths and traps), to recognize the other side's style, and to be able to switch flexibly between styles rather than rigidly following one pattern. Those who master only one style are predictable and at a disadvantage in unsuitable situations. Reflecting on and expanding your own negotiation style – for example in coaching – is an important step toward more impact and flexibility at the negotiating table.

In practice, the negotiation style denotes the characteristic pattern with which a person negotiates. Classic models distinguish styles such as assertive/competitive, cooperative/integrative, accommodating, avoiding, and compromise-oriented. No style is right or wrong per se – what is decisive is the fit to the situation: a purely competitive style can bring short-term advantages but strain relationships, while a too accommodating style sacrifices your own interests. Confident negotiators know their preferred style and can adapt it flexibly, for example hard on the issue but soft on the person in the sense of the Harvard Concept. The other side's style, too, wants to be recognized and answered. Those who reflect on their own style and expand their repertoire become more adaptable and more effective. The negotiation style is thus not a fixed fate but developable.

Which Negotiation Style should you choose?

The negotiation style shapes how someone approaches negotiations – from competitive to cooperative. Successful is whoever knows their own style and the other side's and switches flexibly between styles rather than rigidly following one pattern – suited to the respective situation.

Negotiation Style – Examples in Practice

A negotiator deliberately chooses a cooperative style in a partnership. Someone recognizes the other side's competitive style and adjusts to it. A negotiator switches situationally from assertive to compromise-oriented.

Negotiation Style: Key Features at a Glance

  • Definition: the personality-shaped way of negotiating
  • Model: five styles (assertiveness vs. cooperation)
  • Examples: competing, cooperating, compromising
  • Principle: no style is always the best
  • Success: know your own style and switch flexibly

Related Terms

Would you like to develop your negotiation style further? We support you with our “Negotiate Better – Achieve More” seminar (Intensive).

Negotiation Style: Frequently Asked Questions

What is a negotiation style?

The personality-shaped way of negotiating – for example more cooperative or competitive, depending on personality, experience, and situation.

What negotiation styles are there?

A well-known model distinguishes five: competing, accommodating, avoiding, compromising, and cooperating/collaborating – along assertiveness and cooperation.

Which negotiation style is the best?

None per se. It depends on the situation: a one-off price negotiation calls for a different style than a long-term partnership.

Can you change your negotiation style?

Yes. What is important is to know your own style and be able to switch flexibly between styles – reflection and practice (for example in coaching) help.

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