Should You Be Flexible in Negotiations?

The Adaptive Negotiator – Why Flexibility is Your Most Powerful Tool

In business, the best negotiators aren’t those who stick rigidly to their demands—they are the ones who can adapt without losing sight of what truly matters. Negotiation is a process of discovery, and those who approach it with a flexible mindset consistently achieve better outcomes.

At Sheer Negotiations, we help professionals move beyond static bargaining techniques and embrace an adaptive negotiation approach. Our training is rooted in research that shows how flexibility in goal-setting leads to more successful deals and stronger long-term relationships.

The Cost of a Fixed Mindset in Negotiation

Consider this scenario: A company is negotiating a major supplier contract. Their initial goal is to secure a 15% cost reduction. However, throughout the discussion, it becomes clear that the supplier has little margin to move on price but could offer value in other ways—faster delivery, enhanced service, or long-term discounts.

A negotiator with a fixed mindset might push for the price cut at the cost of deteriorating the relationship. An adaptive negotiator, however, recognises the opportunity to shift focus and create a better overall outcome.

The Science Behind Adaptive Negotiation

My research on negotiation planning reveals that goal flexibility acts as a mediator between preparation and successful outcomes. The negotiators who planned with flexibility in mind achieved higher economic and relational value. They were better at:

• Identifying new areas for collaboration

• Recognising and leveraging changing dynamics

• Creating agreements that satisfied all parties

Training for Flexibility

At Sheer Negotiations, we integrate real-world negotiation simulations to train professionals in adaptive strategies. Our clients develop the skills to:

• Shift focus when needed without appearing uncertain or weak

• Recognise underlying interests beyond surface demands

• Respond to new information strategically

This approach is particularly valuable in complex stakeholder negotiations, where multiple interests must be balanced. Adaptability is not about compromise—it’s about maximising value while strengthening professional relationships.