Types of negotiation

Not all negotiations are the same.

Depending on your goals, the people involved, and the situation, different types of negotiation styles can be more effective. Understanding these approaches to the negotiation process will help you pick the right strategy to achieve the best results.

Competitive

This style is goal-driven and focused on winning.

• Strengths: Clear, assertive, confident.
• Best used when: Time is limited, stakes are high, and you must protect your position.
• Watch out: Can damage relationships if used too often.

Harvard Law School’s study found that only 5-10% of participants were competitive negotiators.

Collaborative

Collaborators seek a win-win outcome by working together to achieve mutually beneficial outcomes.

• Strengths: For those open-minded, with creative problem-solving skills.
• Best used when: Both sides have time to talk and want to build long-term trust.
• Watch out: May require more time and effort.

Compromising

This style of negotiation involves finding the middle ground.

• Strengths: Fair, practical, fast.
• Best used when: Both parties have equal power and want quick results.
• Watch out: Neither side may feel fully satisfied.

Accommodating

Accommodators focus on maintaining harmony.

• Strengths: Empathetic, relationship-oriented.
• Best used when: The issue is more important to the other party, or maintaining the relationship is key.
• Watch out: Risk of being seen as passive or weak.

Avoiding

Avoiders delay or sidestep conflict.

• Strengths: Calm under pressure, non-confrontational.
• Best used when: The issue is small or emotions are high.
• Watch out: Avoidance can lead to unresolved issues.

Avoiding is the least preferred style. According to Impact Factory, it can strain relationships and damage trust.

Distributive negotiation

Distributive negotiation is also called “win-lose” negotiation. It involves dividing a fixed number of resources.

• Strengths: Direct, protects your interests.
• Best used when: You are negotiating price or single-issue deals.
• Watch out: Can create tension and damage trust.

Integrative negotiation

This approach, otherwise known as collaborative approach, looks for mutual gains and shared value.

• Strengths: Builds long-term relationships, encourages creativity.
• Best used when: Both sides want to find a win-win solution.
• Watch out: Takes time and requires open communication.

According to Procurement Tactics, 59% of successful negotiators prefer the integrative approach.

Management negotiation

Used for leading teams and aligning people inside an organisation.

• Strengths: Helps manage priorities and resolve conflicts.
• Best used when: You are balancing resources, roles, or timelines.
• Watch out: Needs clarity and strong emotional intelligence.

Strategic negotiation

This is a high-level approach with long-term goals.

• Strengths: Forward-thinking, big-picture planning.
• Best used when: Negotiating partnerships, investments, or major deals.
• Watch out: Risk of over-complicating simple negotiations.

Legal negotiation

Focused on contracts, compliance, and structured agreements.

• Strengths: Precise, protects against future risk.
• Best used when: Legal terms and clear documentation are required.
• Watch out: Can become rigid and slow.