4 basic negotiation styles

...depending on different social motives:

  • Individualists seek to maximize their own outcomes with little regard for their counterparts’ outcomes. .
  • Cooperators strive to maximize both their own and other parties’ outcomes and to see that resources are divided fairly.
  • Competitives seek to get a better deal than their “opponent.” They behave in a self-serving manner and often lack the trust needed to solve problems jointly.
  • Altruists, who are quite rare, put their counterpart’s needs and wants above their own.

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Communication

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  • High stakes, including communication towards conflict resolution.
  • Unpredictable.
  • Heightened negative emotions, often leading to conflict escalation.
  • Multiple parties and teams are involved.

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IDEAS

It involves working to get the best deal possible for yourself while also working to ensure that your counterpart is satisfied.

The “win-win” negotiators seem to have the most success. 

It doesn’t mean you to split resources right down the middle with a sole focus on being “fair", automatically making a concession just because the other party made one or that you should try to avoid conflict and tension at all cost.

What People Want

Knowing the other party's needs, wants and desires, getting to know what drives their negotiation, is crucial information in the planning stage.

The more we understand the interests of the other negotiating party, the better we can help them get what they want while taking care of our interests.

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