I’ve always wondered why, in negotiations, the general approach to building a case is called an “angle”.
It turns out to be quite a clever metaphor. Because if we view the two sides as two lines traveling their own path, then it matters at which angle they “collide” when negotiating.
Each negotiation “angle” offers a different perspective and strategy for engaging with the other side.
Consider five common angles:
1. Collaborative is marked by active listening, open-ended questions, and linking concessions to joint commitments.
2. Competitive is defined by clear demands, limited disclosure of information, applying pressure to pain points, and agreeing to concessions only when they serve immediate advantage.
3. Creative focuses on honesty, openness to new ideas, co-creation, re-framing problems, and using flexible but complex concessions as building blocks for innovative solutions.
4. Principled relies on fairness, using objective criteria, and structuring concessions according to clear, logical standards.
5. Emotional intelligence stresses tactical empathy, managing emotions, building rapport, and offering concessions that primarily build trust.
Like a cookbook full of recipes, negotiation angles offer frameworks you can adapt even if you don’t have every ingredient. Understanding the options beforehand ensures you’ll approach negotiations at the right, meaning correct, angle.