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up to your negotiation style and they will start to make more and more
extreme opening positions. Bigger opening positions result in greater
chances of deadlocks. Compromises cheat both sides out of innovative
solutions. Learn from collaborative styles by making it safe to explore

options together. Invite the other side to join you in 'what if' frames to
explore possibilities, without the danger of being tied to your idea.
Self Defense

Only retreat within your position when you have a solid rationale
for doing so, and when you're being rewarded in another way. i.e. make
a reasoned exchange. Trade across goals and interest. All too often
negotiators try resolve 1 single goal at time, before moving on to the

next tabled agenda item. Stay with the problem or opportunity for
longer. Don't give in so easily to the temptation of splitting differences
until you've explored other alternatives. If the other side starts with an

extreme opening position, be sure to quickly bring them back to reality,
or counter balance with your own extreme position. Caution: extreme
positions can lead to drawn out dog fights that result in more deadlocks.

Collaborate (I Win - You Win)
Most people confuse "Win/Win" or the collaboration style with the
compromising style. This is most definitely not the case. "Win/Win" is

about making sure both parties have their needs or goals met, while
creating as much mutual value as time and resources allow. "Win/Win"
negotiators usually evolve through the other profiles, growing into
collaborative negotiators. This means collaborative profile negotiators

can revert to one or two of the other styles when pushed or when the
situation calls for it. Collaborative profile negotiators are adamant that
their needs must be met - and they acknowledge that the other party has

needs that must be met too. Tragically, too many account managers are
overly accommodating and compromising. Resulting in competitive
style buyers claiming more than their fair share. When these same
competitive style buyers come up against skilled collaborative style

negotiators, the competitive styles blunt coercion methods don't get
rewarded with concessions. Too many buyers are stretched and under
tremendous time pressure, so temptation to compromise rather than

invest time in collaborating wins out.
Often referred to as 'expanding the pie', collaborative negotiators
are willing to invest more time and energy in finding innovative

solutions, feeling secure in the fact that there will be more value to share