Accommodating and compromising
Compromising is seen as a critical skill in relationships. When you use an Accommodating style, you are putting the needs of others above your own needs.You enter into the negotiation with a high level of cooperativeness and a low level of assertiveness. Equally noteworthy is that your buyer will also give in so that not all of his or her needs are met either. Leaving needs unmet is very risky indeed, even when it feels like a mutually satisfactory agreement is reached.How can you manage disagreements in ways that build personal and collegial relationships rather than harming them?
In this 4-part CONNECT2Sell series, we’re working to understand how becoming versatile in your conflict style will smooth out your negotiations with buyers.Compromising is in the middle: We each get some of what we want, but we both remain unfulfilled in other ways.The common feature with these three modes is their zero-sum, win-lose nature: The more you get, the less I get (and vice versa), since the size of the pie is fixed.Throughout the series, our objectives are to understand our own style preferences, to become more facile with non-preferred styles, and to understand and respond appropriately to our buyers’ preferred styles.This week, we’ll take a closer look at Compromising and Accommodating styles.
Now the person has equal access to all five modes, depending on everyone’s needs and the key attributes of the situation.