Introduction | Strategy & Style | Terms | Interests vs. Positions | Tasks

SOME BRIEF DEFINITIONS OF NEGOTIATION STRATEGY AND STYLE


STRATEGIES
Distributive Negotiation Claiming all the profit or the maximum share for oneself - winning it all
Integrative Negotiation Creating value (expanding the pie) and finding solutions that best meets the needs of all or most parties - especially over time
Mixed-Motive Negotiation Expanding the pie and meeting the needs of all or most parties as much as possible and then claiming an appropriate share - or while claiming an appropriate share


STYLE TYPOLOGY
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 the parties - and often by enlarging the pie.

Introduction | Strategy & Style | Terms | Interests vs. Positions | Tasks