Style of conflict resolution in negotiations

Service Business

Negotiators should use techniques that will achieve satisfactory contract terms. In a situation of disagreement, choose a strategy that will enable you to reach a satisfactory agreement. It turns out that the people participating in the negotiations have a personality predisposition to choose a specific way of coping with a difficult situation. Among other things, the style of conflict resolution in negotiations can be distinguished: domination, avoidance, yielding, compromise and joint problem solving. Each of them can bring tangible benefits if used in a specific situation. Negotiators should be able to identify conditions that would indicate the possibility of using a specific method of reaching an agreement.

Domination as a style of conflict resolution in negotiations

Striving to achieve all their goals and not paying attention to the interests of the other party, negotiators use domination as a style of conflict resolution in negotiations. This strategy can be successfully used when we are convinced of our advantage and know that the other party will agree to the terms of the contract dictated by us. However, it should be remembered that dominance is only effective when we enter into a one-time transaction. If we want to renegotiate the terms of the contract, our partner could have greater bargaining power and if he wanted to win back, now he would force us to agree to his proposals.

Domination may lead to a stormy discussion in a situation where both contractors seek to satisfy only their needs and neither of the partners is the weaker party in the negotiations. The competitive attitude of negotiators will lead to the deterioration of relations between entrepreneurs, and the negotiations will turn into a lose - lose game, the aim of which will be to plunge the partner. Nobody wins, and who loses more will count.


Dominance as a style of conflict resolution in negotiations is most often used by self-confident negotiators, believing in their own abilities, aggressive, ambitious and convinced of having an advantage over the other party.If you are not as strong as your partner, and he demands from the very beginning that you agree to his terms, withdraw from the negotiations and look for a partner with whom you will achieve your goals.

Avoidance as a conflict resolution style in negotiations

It happens that negotiators use a conflict resolution style based on avoiding a given problem. The issue in dispute is treated by one of the parties as if it did not exist. The subject changes and the negotiating point is discussed when it is easier for contractors to reach an agreement.

The avoidance strategy aims to postpone the resolution of a given problem. The negotiator hopes that the conditions of operation will change and that the issue will be resolved on its own. Sometimes, postponing certain matters also modifies the other party's demands.


Avoidance can be successfully used when dealing with a trivial and insignificant issue in negotiations. Certain terms of the contract may be omitted. However, the resolution of problems that will have a significant impact on the final arrangements of the contract being developed must not be postponed.

Compliance as a conflict resolution style in negotiations

Sometimes negotiators have no intention of arguing with an aggressive negotiator. They then use a conflict resolution style called yielding. It is a complementary strategy to domination. When one of the partners forces the other to make certain arrangements, the other counterparty usually succumbs and agrees to the terms of the contract.

The strategy of submission is used in a situation where the realization of one's own interests is not as important as maintaining good interpersonal relations with the partner. Sometimes agreeing to unattractive contract terms is beneficial, as it strengthens ties with the contractor. Thanks to this, a satisfactory agreement can be obtained in the next negotiations.


If you are committed to a good relationship with your partner, use a negotiation conflict resolution strategy called yielding. You will have to agree to the other party's suggestions, but thanks to this, you will gain their trust and sympathy. And this may come in handy in the next negotiations.

Compromise as a style of conflict resolution in negotiations

Contrary to appearances, a compromise is not the best way to obtain a satisfactory contract. Partners are aware that their goals are different and will have to make some concessions. Each party must relinquish some of its demands in order to be able to reach an agreement. Negotiators meet somewhere in the middle - the terms of the contract are created by reducing each other's expectations.

A compromise is dangerous because it leaves you feeling unsatisfied. Negotiators may think that they agreed to concessions made to the other party too easily and therefore had to give up some of their demands. At the next meeting, there may be a situation where both sides use domination as a conflict resolution style. There will be a fierce fight.


There are situations in which it becomes impossible to find a compromise solution. One of the contractors will have to make a much bigger concession in order to be able to reach an agreement.

Collaborative problem solving as a negotiating style

The four styles of conflict resolution discussed above are natural means of reaching agreement. They largely depend on the negotiator's personality. For example, people who are closed and do not like to enter into interpersonal relationships use a strategy of avoidance. On the other hand, empathetic negotiators who care about maintaining a good relationship with a partner will use the tactic of yielding. Self-centered individuals will prefer domination.

On the other hand, problem solving together is a negotiating style that must be consciously chosen by the negotiators sitting at the table. Partners using this strategy take into account the different goals of the other party and strive to reach agreement by clearly communicating their needs. The adoption of such a method of conflict resolution in negotiations allows for the development of a contract that will fully satisfy both contractors. Presenting your interests, not positions, allows you to meet the expectations of the negotiating parties.