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Unchecked competition can leave business relationships in burning
tatters. Those with accommodating profile styles tend to lose the most
against competitive styles. So if a relationship is important to you, and if
your market reputation is important, then be careful to curb your

competition. When we feel victimized, we often plot our revenge. This
often results in businesses living up to the letter, but not the spirit of a
contract - claiming value wherever possible, and adding zero value.

Self Defense
The most important thing to remember is: Don't Cave In! Some
people say that they make concessions in the face of a competitive
negotiator demanding a concession - in order to create goodwill. Don't

listen to these self deluders, they're bleeding profits. Appeasing
competitive negotiators doesn't create goodwill - it just creates requests
for more concessions. What's more, a competitive style negotiator will

see you as weak, and come back for more. Restate your position firmly
using strong language (not 'we'd like' or 'want', but rather: 'we require' or
'need') and never reward bullies.

Accommodate (I Lose - You Win)
The opposite of competing. For accommodating style negotiators,
the relationship is everything. Accommodating profiles think that the

route to winning people over is to give them what they want. They don't
just give products and services, they are generous with information too.
Accommodators are usually very well liked by their colleagues and
opposite party negotiators.

When to use?
When you or your company are at fault, repairing the relationship
is critical, and if you have nothing else that would benefit the other side.

i.e. an olive branch or gift to rebuild bridges. If you are in a very weak
position then sometimes your best option is to give in gracefully. Think
about it: if they can crush you, and they know it, what is likely to be the
outcome if you resist? Yes, bring your own bandages. It may be worth

(humbly) reminding them that you will both stand to lose if they put you
out of business, and ask if they really want to push you out of that
market. If you both intend to work together in the longer term, then

refocus the negotiations on the longer term, thereby reminding the other
side that their taking advantage of you now may hurt them in the future.
What's the Danger?

It is almost always a bad idea to accommodate when
negotiating against high compete styles. With high compete negotiators