You’re on the verge of closing a deal with your dream client. The partnership terms are nearly locked in, but then they hit you with a curveball: “We need exclusive rights to your product for the next two years.”
Wait, what? That wasn’t on the table. Now you’re stuck in the classic what-do-I-do-now dilemma. Push back? Throw out a counteroffer? Or maybe agree—but only if the price is right?
Moments like these remind us of what Sun Tzu said: “He who knows when he can fight and when he cannot, will be victorious.” It’s all about reading the situation. Knowing when to hold your ground and when to flex could make or break the deal.
Great negotiators don’t stick to a one-size-fits-all playbook. They adjust, adapt, and know exactly when to lean in or back off. In this blog, we’re diving into five types of negotiation styles with tips to help you master them like a pro. 🤝 Let’s get started!
How to Apply Negotiation Styles for Professional Success
⏰ 60-Second Summary
- Understanding negotiation styles helps you adapt to different situations, build stronger relationships, handle difficult negotiators, and boost confidence
- The five types of negotiation styles are: Compete, Avoid, Accommodate, Compromise, and Collaborate
- To effectively apply each style, be well-prepared, understand your priorities, use strategic questioning, and stay genuine in interactions
- ’s tools, such as Task Management, Reminders, Whiteboards, and Chat, can help you stay organized and plan negotiation strategies effectively
What is a Negotiation Style?
A negotiation style is your go-to approach for handling discussions and reaching agreements. Whether it’s sealing a business deal, renegotiating supplier contracts, or talking with C-level executives, your negotiation style sets the tone for how you navigate these critical business interactions.
Negotiation styles vary widely depending on factors like personality, cultural background, stakes, and the context of negotiation. Some people take a more assertive or competitive style to protect their interests, while others lean toward collaboration or compromise to build a long-term, trusting relationship.
Importance of understanding different negotiation styles
Getting the hang of negotiating styles is key to succeeding in any professional scenario. Here’s why it matters:
- You can adjust to any situation: Conducting a high-stakes vendor contract negotiation and resolving a team conflict aren’t the same. When you know the different styles, it’s easier to read the room and tweak your approach to fit what’s happening
- You can build stronger relationships: Negotiation isn’t just about the deal—it’s about connection. When you understand the other person’s style, you can approach the conversation in a way that feels right for both sides
- You get better results: Some situations call for compromise, and others need you to stand firm. The right style ensures you don’t miss opportunities
- You can handle difficult negotiators: Not everyone is easy to work with. Understanding someone’s negotiation style makes it easier to stay calm, shift gears, and stay in control of the conversation
The 5 Types of Negotiation Styles
There are five negotiation strategies, each perfect for different situations. Once you get the hang of them, you can approach negotiations with a proper plan in place.
Every negotiation style has core competencies that make it work. The competitive style is about being assertive and confident, while the collaborative style uses problem-solving and empathy to find winning solutions for both negotiating parties.
1. Compete (I win-you lose)
The competitive negotiation style is like going all-in during a poker game—it’s bold, assertive, and laser-focused on winning. Also called distributive bargaining, this approach is about securing your goals, even if it means the other person walks away empty-handed.
When to use: Perfect for situations where the stakes are high, and you’ve got the upper hand, like scoring a killer deal on a one-time transaction.
Competitive negotiators stand out with traits like:
✅ Unshakable confidence and determination to dominate the room
✅ Communication so clear and direct that there’s zero room for confusion
To ace this style:
📌 Be prepared: Know the other side’s goals, strengths, and commonly employed strategies
📌 Employ hardball strategies: Use moves like bold offers or a little bluffing to gain an edge
📎 Example: You’re negotiating with a supplier for bulk raw materials. They quote $100,000, but you already have a $90,000 offer from another supplier, so you start bold—$80,000.
When they refuse, you lean in with, ‘We’d go with the $90,000 deal unless you offer a better deal.’ This way, you focus on your needs and convince them to meet your terms or risk losing business.
2. Accommodate (I lose–you win)
The accommodating style is the people-pleaser style. It’s all about putting the relationship first, even if it means sacrificing your own interests. When you use this style, you’re not just playing nice—you’re actively trying to keep the peace, smooth over conflicts, and build rapport.
But don’t mistake accommodating for weakness. Knowing when to let the other side ‘win’ can earn you major brownie points and open doors for future opportunities.
When to use: When you’re on the back foot and need to focus on building relationships over quick wins.
Characteristics of accommodating negotiators:
✅ They are flexible and open to ideas as the conversation flows
✅ They are ready to make small sacrifices to make the other side happy
Here’s how to apply this style effectively:
📌 Know your must-haves: Stand clear on what’s non-negotiable and where you’re okay to bend
📌 Give strategic concessions: Offer concessions that matter to them but don’t hit you too hard
📎 Example: Your company is up for contract renewal with a key supplier, but their new pricing doesn’t fit your budget.
Instead of pushing back hard, you acknowledge the supplier’s position. Then, you propose a middle ground—a smaller purchase volume or a longer contract term for better rates. This way, you protect the relationship while working within your budget.
3. Avoid (I lose–you lose)
Here, instead of facing the issue head-on, you dodge it—maybe by changing the subject, delaying a decision, or simply stepping away altogether.
Why? Sometimes, it’s to avoid unnecessary drama, and other times, it’s pure survival instinct: “If I just ignore this, maybe it’ll go away.”
When to use: When the stakes are low, the issue is trivial, or you’re buying time to figure out a better approach.
Traits of reluctant negotiators (passive-aggressive style):
✅ Avoids conflicts even if it means less-than-ideal outcomes
✅ Reluctant to face difficult conversations, sometimes leaving issues unresolved
How to use this style wisely:
📌 Set follow-up plans: Avoiding doesn’t mean ignoring forever. Schedule a time to revisit the topic when it’s more workable
📌 Create win-win alternatives: Propose temporary solutions that work for both sides until you’re ready to tackle the main issue
📎 Example: Your team members want to negotiate for hybrid or remote work options. Instead of diving straight into a potentially tricky conversation, acknowledge their request and say:
“Let’s put this on hold for now, and I’ll come back to you with a decision after reviewing company policies and consulting with leadership.” This gives you time to evaluate the situation without shutting them down.
4. Compromise (I lose/win some–you lose/win some)
Compromise is the ‘let’s meet halfway’ approach to negotiation, where neither party gets everything they want, but everyone walks away feeling like they’ve gained something.
When to use: Perfect when you need to find a quick, practical solution that both sides can live with.
What makes a compromising negotiator:
✅ Strong sense of fairness and equity in decision-making
✅ Ability to balance competing interests effectively
To strengthen compromising negotiations:
📌 Spot the essentials: Know which points you’re willing to give up and which ones are non-negotiable
📌 Create options: Present multiple solutions that meet both parties’ needs, making it easier to find common ground
📎 Example: The sales team wants a 10% budget increase to fund new campaigns. However, finance can only swing 4%. After a bit of negotiating, they meet at 6%, with sales stepping up to cover the rest. It’s not everything they wanted, but both sides walk away with a win.
5. Collaborate (I win-you win)
Collaborative negotiators thrive on teaming up for a shared victory. Instead of seeing the other party as an opponent, you work together to find a solution that benefits everyone. It’s all about creative problem-solving, where both sides walk away feeling like they’ve won.
When to use: Perfect when both sides care about the issue, want a win-win, and have the time to chat it out
What makes a collaborative negotiator:
✅ They look for innovative solutions to problems
✅ They’ve got the patience to dig deep and work things through
How to crush the collaborative negotiation style:
📌 Use brainstorming sessions: Brainstorm like a team to come up with ideas that work for everyone
📌 Create collaboration agreements: Get everyone on the same page by drafting a written agreement. If you tend to miss crucial details, use collaboration agreement templates to work with ease
📎 Example: A tech company and a retailer are negotiating a partnership for a new product line. The tech company proposes a 70-30 revenue split. The retailer wants a bigger share but agrees to allot 10% of their marketing budget for the product
After negotiating, they agree on a 60-40 split, with the retailer increasing their marketing contribution to 15%. This win-win deal boosts exposure for the tech company and gives the retailer a hot new product to drive sales.
Adapting Negotiation Styles Based on Context
The difference between a win and a missed opportunity is an adaptive mindset.
It helps you turn challenges into opportunities, build stronger partnerships, and secure outcomes that serve both immediate needs and long-term goals.
Here’s how to ace this:
| Context | Negotiation Style | Key Techniques |
| Deciding terms for merging two companies | Collaborative | Identify shared benefits and win-win scenarios Foster open dialogue for finding creative solutions Work on a roadmap that considers both parties’ interests |
| Asking for a higher salary in a job offer | Competitive | Showcase your qualifications and achievements Position yourself as the top candidate Be confident and stand firm in your requests |
| Starting a contract with an international client | Collaborative | Research cultural normsAdjust the pace of negotiation Be mindful of non-verbal cues |
| Minor disagreements between team members | Avoid | Choose not to engage in the discussion if it’s not crucial Maintain neutrality and let others resolve it Redirect focus to more important issues |
| Deciding on the use of project resources | Compromise | Propose resource-sharing solutions Prioritize essential needs Offer a balanced allocation |
| A vendor requesting a price increase for their services | Accommodate | Agree to their new pricing if justified Negotiate value-added services in return for accepting higher prices |
| Partnering with another organization for a joint event | Compromise | Share event responsibilities based on each organization’s strengths Split marketing efforts to equally share the load Agree on shared profits from ticket sales and sponsorships |
Tips for Mastering All Negotiation Styles
Whether you want to secure a multi-million dollar corporate merger or close a high-stakes real estate deal, the secret lies in mastering the five styles.
However, negotiations can get messy and stressful. You need an ally who does the heavy lifting as you navigate tricky negotiations.
You need , the everything app for work that combines project management, knowledge management, and chat—all powered by AI that helps you work faster and smarter.
It helps you stay on top of everything by organizing important documents and keeping your team in sync. No more scrambling to find files, chasing down the latest updates, or stressing over missed deadlines.
With smooth negotiations, you’ll be in the perfect position to score that deal. 🎖️
Plan for your negotiations with Tasks
No matter which negotiation style you’re trying to master—whether competitive, collaborative, or anything in between—organization is key. Without it, things can quickly spiral, and before you know it, you’re losing control of the conversation.
But with Tasks, you can break the process down into manageable steps. Setting Custom Statuses like ‘In Progress,’ ‘Under Review,’ and ‘Completed,’ helps you know the current status of each task so you enter the meeting well-prepared and informed of all the details. You can also set roles, deadlines, and dependencies so everyone in the team knows what’s on their plate and when it’s due.
The Task Checklists in monitor progress at a glance and ensure that nothing is missed.
Avoid the last-minute scramble with Reminders
When you have several tasks to tackle, it’s easy to miss something important. With so much going on, missing deadlines is unavoidable if you don’t have alerts coming to you at the right time.
With Reminders, you can set alerts for key tasks like submitting contract drafts, scheduling meetings, or following up after negotiations. No more missing deadlines or playing catch-up—just smooth, on-time negotiations that result in favorable outcomes.
Ensure smooth, transparent communication with Chat
When you’re negotiating, miscommunication, missed updates, and unclear roles can leave you scrambling, unprepared, and on the back foot.
With Chat, you can keep everyone on the same page in real time—asking questions, sharing insights, and clarifying details as they come up.
Here’s how it further helps:
- Turn conversations into tasks: Got an important point from a chat? Turn it into a task right away. If someone mentions reviewing a contract, just create a task directly from the conversation so it’s automatically on your to-do list
- Centralized communication: Keep all negotiation discussions and project updates in one place. No need to bounce between apps or hunt down important information across multiple apps
- Customizable channels: Set up channels based on topics like ‘Vendor Contracts’ or ‘Internal Reviews,’ so relevant discussions are easy to find and follow
Moreover, it’s easy to miss small but significant comments when negotiations are underway. With ’s Assign Comments, you can instantly assign it to the right team member. Everyone gets notified, the responsibility is clear, and nothing gets lost in the shuffle.
Navigate complex negotiations on Whiteboards
New negotiators can easily get lost in the mix when it comes to understanding different strategies for different situations.
For remote teams, Whiteboards are perfect to jot down key tactics, possible counteroffers, and team responsibilities for each negotiation.
With features like sticky notes, easy drag-and-drop connections, and the ability to add images or links, Whiteboards make sure all the info you need is in one spot to craft a winning strategy.
Use AI to simplify your negotiations with Brain
Brain takes your negotiation preparation to the next level. Here’s how:
- Get negotiation style suggestions: Enter key client info like their industry, communication preferences, or past deal behavior, and it can suggest the best negotiation style to use
- Track negotiation progress by style: Want to see how each negotiation style performed over time? Ask it to generate reports or track progress by style to improve your approaches
- Get tips for future negotiations: Once the negotiation is over, you can ask Brain for tips on how to handle things better next time
Prompts to get you started 🏃
✅ What were the key points of our last negotiation with [Client Name]?
✅ What negotiation style did we apply in [Project Name], and how successful was it?
✅ Show me a comparison of negotiation styles we’ve used for [Client A] vs. [Client B].
✅ Provide me with a summary of lessons learned from our previous negotiation styles.
✅ What negotiation tactics should we avoid with [Client Name]?
3 Common Mistakes to Avoid in Negotiation
Negotiation is a crucial skill in business. However, some mistakes can derail your efforts and prevent successful outcomes. Here are the common ones to avoid:
1. Getting emotionally involved
Emotions like frustration or excitement can cloud judgment and lead to poor decisions.
To stay on track:
✅ Practice mindfulness, take breaks, and regulate emotions
✅ Role-play scenarios with colleagues and get feedback
✅ Take time to assess offers and avoid rushing into agreements
2. Underestimating the other party’s position
Assuming you know what the other party wants without fully understanding their perspective can lead to missteps.
To avoid this:
✅ Ask insightful questions to uncover their needs and motivations
✅ Listen actively, avoid interruptions, and show genuine interest in their point of view
3. Failing to understand cultural differences
In global negotiations, different cultures have unique norms and expectations. Failing to understand these can result in misunderstandings and mistrust.
To avoid this:
✅ Understand the customs, traditions, and chat etiquettes of your counterpart’s culture
✅ Consider hiring a cultural consultant or interpreter to ensure your communication is respectful and accurate
Dominate Negotiations and Seal Success with
Knowing your negotiation styles and switching between them at the right moments can be the difference between a good deal and a great one.
But to truly crush it, you need the right tools—and that’s where comes in.
Chat lets you collaborate with your team in real time, keeping everyone aligned on key objectives. Need to brainstorm strategies? The Whiteboard tool is perfect for visualizing ideas, mapping scenarios, or planning possible moves.
The best part? Brain helps you plan your negotiation strategy by analyzing key historical data, suggesting tailored approaches, and generating persuasive talking points or counter offers—all within seconds.
Want to turn every negotiation into a win? Sign up for today.
Everything you need to stay organized and get work done.
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