Accommodation

Definition

Accommodation is a negotiation strategy where one party makes concessions or sacrifices to satisfy the other party's interests or needs. This approach often focuses on maintaining harmony and preserving relationships rather than pursuing one's own goals aggressively. By accommodating, negotiators aim to create goodwill, foster collaboration, and sometimes gain favor for future interactions.

5 Must Know Facts For Your Next Test

1. Accommodation is often used when the relationship between parties is more important than the specific outcome of the negotiation.
2. This strategy can help diffuse tension and prevent conflicts from escalating, especially in emotionally charged situations.
3. While accommodation can lead to short-term satisfaction for one party, overuse can result in resentment if one side feels taken advantage of.
4. Successful accommodation involves understanding the other party’s needs and demonstrating empathy while sacrificing some of your own interests.
5. In some cases, accommodating can establish a foundation for trust and collaboration in future negotiations.

Review Questions

• How does accommodation differ from collaboration in negotiation strategies?
  • Accommodation differs from collaboration primarily in its focus on satisfying the other party's needs at the expense of one's own interests. While accommodation prioritizes relationship preservation through concessions, collaboration involves both parties working together to find solutions that benefit everyone involved. In essence, accommodation might result in one party feeling like they lost out, whereas collaboration seeks a win-win outcome where all parties feel satisfied.
• What are the potential drawbacks of relying too heavily on accommodation in negotiations?
  • Relying too heavily on accommodation can lead to several drawbacks, including feelings of resentment and imbalance in the relationship between negotiating parties. If one side continually accommodates, it may create a perception that they are less assertive or that their interests are less valuable. This could cause long-term damage to the relationship, as the accommodating party might feel taken advantage of or unappreciated for their concessions.
• Evaluate the role of accommodation in building long-term relationships within professional negotiations.
  • Accommodation plays a crucial role in building long-term relationships within professional negotiations by fostering trust and goodwill between parties. When one party makes concessions and prioritizes the other's needs, it can lead to a more collaborative environment where both sides feel valued. However, it's important that this strategy is balanced with assertiveness; over-accommodating can undermine one's own position and lead to future conflicts if the other party does not reciprocate. Ultimately, effective use of accommodation alongside other negotiation strategies can strengthen professional ties and promote ongoing cooperation.

Related terms

Collaboration: A negotiation style where both parties work together to find a mutually beneficial solution that satisfies the needs of everyone involved.

Compromise: A method of negotiation where each party makes concessions to reach an agreement that is acceptable to both sides, balancing their respective interests.

Avoidance: A conflict resolution style where individuals sidestep or withdraw from the negotiation process altogether, often leading to unresolved issues.