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An Accommodator in a negotiation is typically focused on building relationships and creating an amicable environment. They are often willing to make concessions in order to maintain positive relations with their counterpart. They value the relationship more than the outcome of the negotiation itself. They are good listeners and are often empathetic, which can help in understanding the needs and wants of the other party.
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Negotiation is not about creating a win-win situation, finding a compromise, or getting to yes—it's about connecting with your counterpart so that you can figure out what they really want and using that to get what you want. The key is to practice active listening and tactical empathy: make counterparts feel safe enough to reveal themselves. Frame the negotiation using tools like mirroring (repeating your counterpart's key words), labeling your counterpart's fears, and asking calibrated questions that start with "How...?" or "What...?" The first "no" is not the end of the negotiation, but the beginning. Once you get your counterpart to say, "That's right!" you've reached a turning point. Figure out your counterpart's negotiation style: are they an Analyst, an Accommodator, or an Assertive? Prepare for any negotiation by drawing up a one-sheet list of five key points that summarize your approach.
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Do you dread negotiations for fear of the conflict involved? The fact is that every aspect of our lives involves some form of negotiation. Expert FBI...
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