By — on / Glossary

An approach to negotiation that emphasizes empathy over assertiveness. Accommodating negotiators prize good relationships, and display concern, compassion, and understanding in a negotiation. They may negotiate in order to resolve differences quickly, and typically listen well but may be too quick to give up on their own interests when they sense that relationship is threatened. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 52)

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