Negotiation is a fact of life, but not all situations are created equal. Imagine this: your day starts with a team member asking for a raise, followed by a supplier pushing for higher shipping rates, and finally, a meeting with your boss who wants to slash your budget by 15%. Each of these demands a different approach—and that’s where Lewicki and Hiam’s Negotiation Matrix comes in.

This powerful tool helps you decide how to tackle each scenario, ensuring you don’t leave money—or relationships—on the table.

The Tool at a Glance

Developed by Roy Lewicki and Alexander Hiam, the Negotiation Matrix was introduced in their 2006 book, Mastering Business Negotiation. It maps negotiation strategies along two axes:

• X-Axis: The importance of the outcome.
• Y-Axis: The importance of the relationship.

The intersection of these factors reveals which of the five strategies to use:

1. Avoiding
2. Accommodating
3. Competing
4. Collaborating
5. Compromising

How It Works

Before heading into negotiations, evaluate your priorities: is the outcome critical? How much does the relationship matter? Once you’ve plotted these on the matrix, you’ll know whether to hold firm, collaborate, or make concessions.

The Five Strategies

1. Avoiding (Postpone to Win)

This strategy lives in the lower-left corner—where both the outcome and relationship have low stakes. Avoiding doesn’t mean giving up; it’s a tactical retreat for situations that don’t deserve your energy or when emotions are running high.

✔ Best for: De-escalating tensions, sidestepping unproductive conflicts, or when a better alternative exists.
💡 Pro Tip: Use this as a temporary measure. Once emotions cool, steer the negotiation toward a more productive approach.

2. Accommodating (Lose to Win)

Found in the upper-left quadrant, accommodating prioritizes the relationship over the result. It’s about giving ground to preserve harmony—perfect when maintaining goodwill outweighs the immediate outcome.

✔ Best for: Delaying tough conversations or fostering loyalty with key allies.
💡 Pro Tip: Make sure the other party understands your sacrifice. This builds trust and strengthens the relationship.

3. Competing (Win-Lose)

In the lower-right corner, competing is all about results. When the outcome matters more than the relationship, this is your go-to strategy. Think of haggling over a car price—you want the best deal, not a new best friend.

✔ Best for: One-off deals or negotiations where relationships are secondary.
💡 Pro Tip: Enter with a clear plan. Know what you want, your limits, and the concessions you’re willing to make.

4. Collaborating (Win-Win)

Collaboration sits in the upper-right corner—a win-win approach where both the relationship and the outcome are crucial. This strategy focuses on creative solutions that allow both parties to succeed.

✔ Best for: High-stakes partnerships or when mutual success is possible.
💡 Pro Tip: Build trust by being transparent about your goals and intentions. A reputation for fairness goes a long way.

5. Compromising (Split the Difference)

Compromise occupies the center of the matrix, striking a balance when collaboration isn’t fully achievable. It’s about meeting halfway to preserve both the relationship and the outcome.

✔ Best for: Situations where collaboration falls short or time is limited.
💡 Pro Tip: Start with small concessions and let the other party lead. This gives you insight into their priorities and keeps expectations in check.

Making It Work for You

The Negotiation Matrix isn’t just about getting what you want—it’s about knowing when to pivot. Before stepping into any negotiation, define your BATNA (Best Alternative to a Negotiated Agreement) and understand the other party’s position. This clarity will keep you in control and ready to adapt.

Key Takeaways

• Choose your strategy based on what matters most: the outcome or the relationship.
• Use the matrix to guide your approach, whether that’s avoiding conflict, competing for the win, or finding common ground.
• Preparation is everything—know your priorities, alternatives, and limits before negotiations begin.

Mastering the art of negotiation is about more than just getting your way; it’s about knowing which battles to fight and how to fight them. With Lewicki and Hiam’s Negotiation Matrix, you’ll walk into every conversation ready to secure your share of the pie—and then some.