Engage: Recognize you are in a negotiation and quickly
review the viable strategies.
Assess: Evaluate your tendencyto use each of the
negotiation strategies, as well as the tendencies of
the other side.
Strategize: Select the proper strategy for this
Your One Minute Drill: Each time you begin a
negotiation situation, take a minute to review the 3
Negotiation Strategy Matrix
Avoidance: is not affective
Accommodation: you give up your position to follow other people’s way
Competition: we don’t care about relationship, and just want bigger share than others.
Collaboration: it is the best way to negotiate but it is difficult to do, we have to learn and open
yourself up to engage the negotiation.
2 categories of collaborators
Sages and dreamers all want to collaborate with others, but…
1. Sages: they can evaluate the current situation. They see whether other people int