Accommodating negotiation

All five profiles of dealing with stressful and high pressure negotiations are useful in different situations.

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Only in unsophisticated markets, is price-bargaining the main element of the discussions.

In most markets, quality, reliability of supply, the transform of "know-how" and the creation of a long-term relationship will be of equal or greater importance.

So if you're involved in business negotiations, which negotiation styles are likely to reward you with the biggest profit prizes?

This question will be answered later in this article.

People often ask "which is the best negotiation style?

" As with much management theory there is no single 'best' or 'right' approach.The aim of contract negotiation is firstly to achieve certainty, to record what is being supplied, when, in what quantities and to what standard, and what are the consequences of delay or failure to meet the agreed requirements.Many a dispute is caused by the failure of the parties to define at the beginning of their relationship exactly what is going to happen; one example in my experience was the failure of a major IT agreement because the parties both thought that their man was project managing the project, in fact the issue had never been agreed.Ophthalmology The automatic adjustment of the lens curvature, resulting in a change in the focal length of the eye, which brings images of objects from various distances into focus on the retina; the ability of the eye to focus at various distances, by changing lens shape.Psychology In Piaget's theory of cognitive development, the change that occurs in an existing mental scheme or set of schemes due to assimilation of the experience of a new event or object. The adjustment of the eye for various distances whereby it is able to focus the image of an object on the retina by changing the curvature of the lens.Though few of us are pure altruists, virtually all negotiators behave altruistically under certain conditions, as when dealing with loved ones or those less fortunate than we are. Most research suggests that negotiators with a primarily cooperative style are more successful than hard bargainers at reaching novel solutions that improve everyone’s outcomes.