NEGOTIATION STYLES

COMPETITIVE “I Win You Lose”

Seller: Good morning! How can I assist you today?

Buyer: Hello. I am interested in purchasing your product, but I've seen similar products from
your competitors at a lower price. Can you match their prices?

Seller: I understand that price is an important factor for you. However, our product is of a higher
quality and offers more features than our competitors' products. So, we cannot match their
prices exactly.

Buyer: I understand that, but price is still a critical factor for me. Can you at least offer a discount
or a special promotion?

Seller: We do have some promotions and discounts available, but they are limited and subject to
certain conditions. Can you tell me more about the competitors' prices and what they are
offering exactly?

Buyer: Sure. They are offering a similar product with almost the same features at a 10% lower
price than your product.

Seller: I see. Well, we might be able to offer you a 5% discount to match that price. Would that
work for you?

Buyer: Hmm, that's not quite what I was hoping for. Can you do any better?

Seller: I understand your concern, but I'm afraid that 5% is the best we can do. However, keep
in mind that our product is of higher quality and offers more features than our competitors'
products. So, you would be getting more value for your money.

Buyer: Okay, I see your point. But I still need to consider my budget. Can you offer any other
incentives, like free delivery or extended warranty?

Seller: We can certainly offer free delivery for your purchase, and we can also extend the
warranty by an additional year at no extra cost. Would that make the purchase more appealing
to you?

Buyer: Yes, that definitely helps. I think I am ready to make the purchase now.

Seller: Excellent! I'm glad that we were able to find a solution that works for you. Please let me
know if you need any assistance with the purchase process.
In this scenario, the seller is taking a competitive approach to the negotiation. They are trying to
convince the buyer that their product is of higher quality and offers more value than their
competitors' products, and they are also offering a discount to match the competitors' price.
However, they are not willing to go lower than a 5% discount, as they believe that their product
justifies the higher price. They are also willing to offer additional incentives, like free delivery and
extended warranty, to make the purchase more appealing to the buyer.

COLLABORATIVE “I Win You Win”

Buyer: Hello, I'm interested in purchasing your product, but I'm not sure if it's the best fit for my
needs.

Seller: Of course, I'd be happy to discuss your needs and see if we can find a solution that
works for you. Can you tell me more about what you're looking for?

Buyer: Well, I need a product that can handle a large volume of data and has a user-friendly
interface. Your product seems to have good reviews, but I'm not sure if it can handle the volume
of data that I need.

Seller: I understand your concern. Our product is designed to handle a large volume of data, but
I'd like to know more about your specific needs to see if it's the best fit for you. Can you tell me
more about the type and amount of data you'll be working with?

Buyer: Sure. I work with financial data for a large corporation, and we need a product that can
handle millions of data points.

Seller: I see. Our product is designed to handle large data sets, but I can also recommend some
customization options that might be helpful for your specific needs. For example, we can work
with you to create a customized interface that would make it easier to navigate through your
data.

Buyer: That sounds interesting. Can you tell me more about the customization options?

Seller: Absolutely. We can work with you to create custom reports and dashboards that would
be tailored to your specific needs. We can also provide training and support to ensure that
you're getting the most out of our product.

Buyer: That sounds like it could work. However, I'm also concerned about the cost. Can you
provide more information about the pricing and payment options?
Seller: Of course. Our pricing is flexible and can be tailored to your specific needs. We also offer
payment plans and financing options that can help spread out the cost over time. I'd be happy to
work with you to find a solution that fits within your budget.

Buyer: Thank you, that's very helpful. I appreciate your willingness to work with me to find a
solution that fits my needs and budget.

Seller: It's my pleasure. I believe in building long-term relationships with my clients, and I'm
committed to providing excellent customer service and support. Please let me know if you have
any additional questions or concerns.

In this scenario, the seller is taking a collaborative approach to the negotiation. They are
listening carefully to the buyer's needs and concerns and are offering customized solutions that
would be tailored to the buyer's specific needs. They are also willing to work with the buyer to
find a solution that fits within their budget and offer flexible pricing and payment options. By
working together, they are trying to find a solution that benefits both parties and builds a
long-term relationship.

COMPROMISING “I Win Lose Some / You Lose I Win Some”

Buyer: Hi, I'm interested in purchasing your product, but I'm not sure if the price is within my
budget.

Seller: I understand your concern about the price. May I ask what your budget is?

Buyer: My budget is around $500, but your product is priced at $700.

Seller: I see. Our product is of high quality and provides many benefits to the user. However, I
understand that the price is a concern for you. Would you be willing to compromise on the
price?

Buyer: Yes, I would like to find a solution that works for both of us.

Seller: Great. I could offer you a discount of 10% on the product, bringing the price down to
$630. Would that work for you?

Buyer: That's a good offer, but I was hoping to get a bigger discount.

Seller: I understand. However, we also have limited profit margins on this product, so I can't
offer a larger discount. Is there anything else that we could compromise on to make the deal
work for you?

Buyer: Well, I could consider purchasing a smaller version of the product that is priced at $500.
Seller: I see. That's a good idea. However, the smaller version of the product has fewer features
and may not be suitable for your needs. Would you be open to a compromise where we provide
you with the full version of the product at a discounted rate, say $600?

Buyer: That sounds like a good compromise. I think we can work with that.

Seller: Excellent. I'm glad we could find a solution that works for both of us. Is there anything
else I can help you with?

Buyer: No, that's all for now. Thank you for your help and flexibility.

In this scenario, the seller is taking a compromising approach to the negotiation. They are willing
to offer a discount on the product, but they also have limited profit margins and cannot offer a
larger discount. Instead of just sticking to the original price, the seller is willing to work with the
buyer to find a compromise that works for both parties. They offer the full version of the product
at a discounted rate and are open to discussing other compromises that could help make the
deal work for the buyer. By finding a compromise, they are able to reach a mutually beneficial
solution.

AVOIDING “I Lose You Lose”

Seller: Hi there! How can I assist you today?

Buyer: Hi. I'm interested in your product, but I have some concerns about the price.

Seller: I understand. We try to offer competitive pricing, but we also understand that our
customers have different budgets. Can you share your budget range with me?

Buyer: Honestly, I'm not sure what my budget is. I was just hoping for a good deal.

Seller: I see. Well, we do have some promotions and discounts available that might interest you.
Can I offer you more information on those?

Buyer: I don't know. I need to think about it some more.

Seller: That's perfectly understandable. Is there anything specific that you're concerned about,
or anything that I can help clarify for you?

Buyer: I'm not sure. I just need some time to think about it.

Seller: Of course, take all the time you need. If you have any questions or concerns, please
don't hesitate to contact us.
Buyer: Okay, thank you. I'll keep that in mind.

Seller: Sure thing. We value your business and we're always here to help when you need us.

In this scenario, the seller is taking an avoiding approach to the negotiation. They are not
pushing the buyer to make a decision, and they are not trying to negotiate further on the price.
Instead, they are providing information and support, and allowing the buyer to make their own
decision in their own time.

ACCOMODATING“I Lose You Win”

Seller: Hello there! How may I assist you today?

Buyer: Hi! I am interested in purchasing your product, but I am concerned about the price. It
seems a bit high for my budget.

Seller: I understand your concern. We do try to offer competitive pricing, but we also want to
make sure that our customers are satisfied with their purchase. Can you tell me a bit more about
your budget, and what you're hoping to spend?

Buyer: Sure. I was hoping to spend around $500, but the product is priced at $600.

Seller: I see. Well, we might be able to accommodate your budget with a discount or special
offer. Would you like me to look into some options for you?

Buyer: That would be great! Thank you.

Seller: Alright. Let me take a look at our current promotions and discounts, and see what I can
find for you.

(Several minutes pass)

Seller: Okay, I have good news! We have a special promotion right now that would allow us to
offer you the product for $550, which is within your budget. Would that work for you?

Buyer: Yes, that sounds great! Thank you so much for accommodating my budget.

Seller: You're welcome! We are always happy to find a solution that works for our customers. Is
there anything else I can help you with?

Buyer: Actually, I was also wondering about the delivery time. Is there any way to expedite the
delivery?
Seller: We can certainly look into expediting the delivery for you. That might incur an additional
fee, but we can work with you to find a solution that fits your needs. Would you like me to check
on that for you?

Buyer: Yes, please! Thank you.

Seller: Alright, I will look into that and get back to you as soon as possible. Thank you for your
interest in our product!

In this scenario, the seller is taking an accommodating approach to the negotiation. They are
willing to work with the buyer to find a solution that fits their budget and needs. They are actively
looking for discounts and promotions to help the buyer save money, and they are also willing to
look into expediting the delivery to meet the buyer's needs. The seller is putting the buyer's
needs first, and trying to make the negotiation as accommodating as possible.