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.