What Is the Subordinating and Collaborative Style of Negotiation?
In contrast to other styles of negotiation? The subordinative style is characterised by regular capitulation to the other side. People adopting this style will offer concessions which are inappropriate which have not been asked for. We’ll throw themselves on the mercy of their opponents, hoping that a sense of fair play will prevail, and they will come away from negotiation having lost, but with a sense of well-being and martyrdom. You can expect little game, either personally or for the negotiation from this style. You need to find a way of balancing out this pattern of behaviour if this is your natural inclination. You need to adjust your style of negotiation to ensure that you can get the most effective outcome for your clients.
A much more preferable style of negotiation is a collaborative style which exploits the strengths and weaknesses of both you and your opponent. The goal is agreement on both parties are willing to make concessions and achieve that goal. The trust each other and feel able to change their positions easily. They make offers are open about the limits of the matter is being negotiated and try to avoid a contest of wills. In a typical collaborative negotiation the parties focus on the problem, ignore the personalities and often surprised at the ease with which a solution is found. The benefits of adopting a collaborative approach include better coordination team efforts and more equitable distribution of risk and workload. Most people are able to contribute regardless of their position and consequently the participants listened more actively and understand each other’s positions. This is why it is far more preferable to have a collaborative style of negotiation, even above a competitive one.