Lewicki and Hiam's Negotiation Matrix

Choosing the Best Bargaining Strategy

Identify the best negotiation style for your situation.

© iStockphoto/shapecharge

You've got a busy day ahead.

First, one of your team members wants to meet with you to discuss a raise. Next, you have a conference call with a supplier, who wants to increase shipping rates. Finally, you've got a meeting with your boss about your budget, which she wants to cut by 15 percent.

With a schedule like this, you've got a lot of negotiating to do!

The challenge is that each of these situations needs a different approach: some of these negotiations will be collaborative, while others will likely be more competitive.

Some people approach all negotiations in the same way, using an identical method each time. However, there are many different ways to negotiate; and when you choose the best strategy for each situation, you're far more likely to get what you want. But how do you know which approach to use for each situation?

Lewicki and Hiam's Negotiation Matrix helps you answer this question.

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