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Accommodative strategies may generate a pattern of repeatedly giving in to keep the other happy or to avoid a fight. It could also lead the other to a false sense of well-being .

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If a negotiator pursues an integrative strategy without regard to the other’s strategy, then the other may manipulate and exploit the collaborator and take advantage of the good faith

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Distributive strategies tend to create “we–they” or “superiority–inferiority” patterns and may lead to distortions in judgment regarding the other side’s contributions and efforts

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Use when the primary goal of the exchange is to build or strengthen the relationship and the negotiator is willing to sacrifice the outcome just to benefit the other party

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win–lose strategy as competition, it involves an imbalance of outcomes, but in the opposite direction

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integrative or win–win negotiation

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distributive or win–lose bargaining

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The decision to negotiate is closely related to the attractiveness of available alternatives

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It not be worth the time and effort to negotiate

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If one is able to meet one’s needs without negotiating at all

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The Dual Concerns Model as a Vehicle for Describing Negotiation Strategies 

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The Dual Concerns Model as a Vehicle for Describing Negotiation Strategies 

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considers the impact of the other's strategy on one's own

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completely one-sided and intentionally ignorant of any information about the other negotiator’s goals or strategy

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made without the active involvement of the other party

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Short-term, adaptive moves designed to enact or pursue broad strategies

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The overall plan to achieve one's goal in negotiation