Presentation by Amanda Gilmore

MASTERING

ACCOMMODATION AND AVOIDANCE

STRATEGIES

WHY CARE?

• “Accommodating and avoiding: neither gets you a

big win, but each is nonetheless an extremely

important approach– and ones you should master

in order to be well prepared for all circumstances” (Lewicki & Hiam, p. 186).

When the immediate stakes are low,

• Give in. Accommodating is strategically letting the

other side win.

• Steer clear. Avoidance is not participating in

negotiations.

IN BRIEF…

It’s natural

• 10-30%

• Strategic VS. “Knee-Jerk”

• Social Value Orientation: Prosocial or Pro-self

• Conflict Comfortable or Conflict Averse

• Daniel Goleman

ACCOMMODATION

Don’t mindlessly use it as your default.

• Patterned accommodaters might finally snap, then

they just look unreasonable.

• People don’t see the sequence of “giving in” that

came beforehand… they just see you overreacting

now.

• Assertiveness training deals with this realm.

ACCOMMODATION

Use when…

“Accommodation is used when the relationship

is more important than the outcome of the

negotiation. The person using this strategy

prefers to concentrate on building or

strengthening the relationship”

(Lewicki & Hiam, p. 189).

ACCOMMODATIO

N

Some tips…

• Investment Strategy

• Verbal about your sacrifices

• The big picture

• Buying time

ACCOMMODATIO

N

The pitfalls…

• Appear condescending

• Other side is suspicious about you rolling over

To combat this, Lewicki and Hiam suggest

putting on a show at first and at least pretending

to try before accommodating.

ACCOMMODATIO

N

Used as a strategy, it’s not lazy. It’s choosing

your battles wisely.

“It makes sense to avoid the negotiation when

neither outcome nor relationship concerns are

important to you” (Lewicki & Hiam, p. 189).

AVOIDANCE

Considerations…

• Costs VS. Potential Gains

• Volatile other party

AVOIDANCE

Tips…

• Withdrawal-Threat Tactic

• Other strong options

• Waiting Game

• Short-term Strategy

AVOIDANCE

Two types…

• Active or Passive

• “In active avoidance, the party refuses to

negotiate at all. In passive avoidance, the

party does not show up for the negotiation or

shows up but voices no objections during the

negotiation” (Lewicki & Hiam, p. 200).

AVOIDANCE

It’s not so bad…

• Not popular

• “Lose-lose” technically, but

• Active choice to avoid can be smart

AVOIDANCE

In sum…

• Requires intentionality

• Conserves time/resources

• THEY ARE THE UNDERDOGS!

ACCOMMODATION AND AVOIDANCE

Discussion starters…

• Give an example of when you have (or might

want to) use one of these strategies.

• What misconceptions did you have about

these tactics before this chapter?

ACCOMMODATION AND AVOIDANCE

• Lewicki, R. J. & Hiam, A. (2006). Mastering

business negotiation, a working guide to

making deals and resolving conflict. San

Francisco: Jossey-Bass.

REFERENCE