Top of the matrix = orientation towards satisfying needs of others, bottom = orientation towards own needs and interests
	Left side of matrix = active seeking of (new) outcome, right side = make do, keep things steady, need for security and approval.

What is useful about this sort of categorizing?

Understanding your habitual responses to conflicts and negotiations is the first step in being conscious of your frame of reference. Most of us see conflicts and deals through our habitual perspective. Being alert to this perspective can help you remember to try on a few different hats when analyzing a negotiation.

Second, identifying your prefered approach will help you increase your bandwidth. Try the styles that you're not accustomed to. You may feel awkward or unlike your "self," but give it a shot.

You can learn about the psychology of what drives your thoughts and negotiation responses. If you like to compete, perhaps winning a negotiation is a way to prove to the world that you are smart and tough, or to reassure yourself that you will survive in life. If you like to accommodate, you may have strong needs to be liked, to present yourself as a nice person. Try to listen for the "tapes" that run in your head (we all have them!). What fears do they reinforce? Experiment with editing them to a more positive message.