Your style or profile of negotiation can define whether you grind into a deadlock, or create value and with it an enduring relationship.
So what do you do when your needs are incompatible and your path to agreement starts to fade?
The Thomas-Kilmann model was designed by two psychologists, Kenneth Thomas and Ralph Kilmann, to illustrate the options we have when handling conflict. The first dimension, the vertical axis, is concerned with conflict responses based on our attempt to get what we want.
Thomas and Kilmann call these the Assertiveness options.
" As with much management theory there is no single 'best' or 'right' approach.
It means being willing to believe that when two parties are at loggerheads, it is possible for both sides to come out with what they want.