How to choose the right negotiation strategy – and when to switch it.

There is no law according to which you can choose just one negotiation. In fact, the most successful negotiators swiftly navigate the strategic dancefloor to keep up with the changing rhythm.
Here is a break-down of the classic five negotiation strategies and the hybrid one designed to grasp the psychological and strategic aspects present in most negotiations.

Competition: also known as distributive or win-lose. This strategy focuses mainly on satisfying your own needs and splitting the pie. As the name implies, there will be a winner and a loser.
When to compete: In one-off transactions, with low interest in or potential for a long-term partnership, or with a partner who refuses to collaborate.

Collaboration: the integrative or win-win strategy. It focuses on finding the best possible option for both parties and enlarging the pie with creative solutions. The standard understanding of a double win is not fully accurate. In order to achieve a real win-win outcome, both parties need to have a win-win mindset. A win-win will not be possible if one negotiator sees the negotiation as win-lose situation. Therefore, it would be more fitting to refer to this approach as a triple win, which encompasses the individual negotiator`s mindset and then the win-win between both parties.
When to collaborate: In deals with an aspiration for longevity.

Compromise: a situation in which both parties win, and both lose something, so a simultaneous lose-win and a win-lose. In practice a compromise is sometimes confused with collaboration. The difference between these two strategies is that a win-win is achieved through concessions (giving something in exchange for receiving something), while a compromise is a result of a quick, non-creative division of a resource, for example meeting in the middle or a 50/50 split.
When to compromise: When a quick solution is needed and there is no time for creating options for mutual gain.

Avoidance: a standstill during which no action is taken. There is no exchange of value, and no concessions are made.
When to avoid: When emotions run high and a cool-off moment is needed to reconvene.

Accommodation: a strategy when one party yields and tries to satisfy the other parties’ needs.
When to accommodate: When the relationship is more important than the task.

Hybrid: a mixture of all the five strategies. The recommended path for incorporating all the five strategies by the hybrid is as follows:
Start with competition to make your mark by entering the negotiation from a strong position of power. Be assertive about what you need, aim high. Then apply the avoidance strategy – back off, do not pressure, do not insist, do not pressure the other party. Leave them time and space to digest. In the meantime, you can accommodate by making small concessions. Give the other party something that has less value for you. This will show that you respect their needs too. Check their reaction. If there is reciprocity, you can make a small compromise.
Then steer the dynamic toward collaboration.