YOU ARE A COMPROMISE-ORIENTED NEGOTIATOR.
ANALYSIS OF YOUR BARGAINING STYLE
People with a strong predisposition toward compromising are usually eager to close the deal by “closing the gap” in negotiations. They scan the environment for fair standards and formulae that can help them achieve closure as quickly as possible. When time is short, or when the stakes are small, a predisposition toward compromise can be a virtue. Others will see the high compromiser as a relationship friendly, reasonable person.
A weakness is the fact that high compromisers often rush the negotiation process unnecessarily and make concessions too quickly. They do not question their own assumptions and rarely ask enough questions of the other side. They may also be satisfied with the first fair standard that presents itself as the basis for concluding the deal when other equally fair standards might support a more advantageous deal.
People with a low predisposition for compromise are, almost by definition, men and women of strong principle. Their strength is their ability to summon passion and commitment when serious matters of principle are at stake in a negotiation. Their weakness is their tendency to find issues of principle where others see only issue relating to money or relative convenience. However, low compromisers become attached to their own preferred “correct” principles and fairness arguments. They may irritate other people, acquiring a reputation for being stubborn.