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Negotiation

Interests vs. Positions

Negotiation Strategies: Definitions

Distributive Strategy: Claiming all the profit or the maximum share for oneself – winning it all.

Integrative Strategy: Creating value (expanding the pie) and finding solutions that best fit the needs of all or most parties – especially over time.

Mixed-Motive Strategy: Expanding the pie and meeting the needs of all or most parties as much as possible while claiming an appropriate share.


Negotiation Styles – Typology #1: Definitions

Competitive Style: To try to do better than all others.

Cooperative Style: To try to be sure that the feelings of all are properly dealt with.

Independent Style: To try to find the best possible outcome regardless of the achievements and feelings of others.


Negotiation Styles – Typology #2: Definitions

Competitive Style: To try to gain all there is to gain.

Accommodative Style: To be willing to yield all there is to yield.

Avoiding Style: To try to stay out of negotiation.

Compromising Style: To try to split the difference or find an intermediate point according to some principle.

Collaborative Style: To try to find the maximum possible gain for both parties - by careful exploration of the interests of all parties -and often by enlarging the pie.

Revengeful Style: To try to injure the other.

Self-Injurious Style: To act so as to injure oneself.

Revengeful and Self-Injurious Style: To try to injure the other and also act so as to injure oneself.

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