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Understanding Different Negotiation Styles

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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Understanding Different Negotiation Styles

Understanding Different Negotiation Styles

https://www.pon.harvard.edu/daily/negotiation-skills-daily/understanding-different-negotiation-styles/

pon.harvard.edu

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Key Idea

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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