The Dual Concerns Model explains five negotiation styles. The first style is avoidance. This style is used when the outcomes are of no importance to an individual or the other person (King & Stevahn, 2013). For example, Lisa and Rogers are supervisors. The front desk officer had been fired for incompetence. She was responsible for the phone duty in the office. The phone rang, and Rogers raised a concern to Lisa on who should receive the phone. Lisa pretended not to have heard Rogers. She walked away and avoided the conflict.
The second style is the competition. People who use this strategy care more about their needs and less about the needs of others. After Lisa walked away from Rogers, the following day, the phone rang again. Rogers brought up the issue again. He wanted Lisa to take up the duty. Lisa refused to take the phone and launched a complaint against Rogers for neglect of duty. A win-lose situation.
The third strategy is the accommodation. Users of this strategy care more about the needs of other people (Royse et al., 2016). For example, if Lisa decided to take up the phone duty in the office, she would have made Rogers happy. This is even though they are both in the same rank. A lose-win situation.
The fourth strategy is collaboration. This occurs in a win-win situation. Both sides want to meet their needs and at the same time, meet the needs of others (Royse et al., 2016). For example, Lisa and Rogers may decide to approach the management and ask for a front desk officer responsible for the phone duty. This is considering that they have a higher rank for the duty.
The fifth strategy is to compromise. Users of this approach value fairness. They engage in a negotiation for a reasonable stance. For example, this strategy would be used if Lisa and Rogers decided to take up phone duties alternately. Lisa may take up the duty in the morning and Rogers in the afternoon.
King, J. A., & Stevahn, L. (2013). Interactive evaluation practice: Mastering the interpersonal dynamics of program evaluation. Los Angeles, CA: Sage.
Royse, D., Thyer, B. A., & Padgett, D. K. (2016). Program evaluation: An introduction to an evidence-based approach (6th ed.). Boston, MA: Cengage.