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Negotiation Strategies
Negotiation Strategies
Most literature on negotiation focuses on two strategies, cooperative bargaining versus competitive bargaining. This essay defines and compares these two bargaining styles.
Integrative or Interest-Based Bargaining
In integrative bargaining, the parties attempt to "enlarge the pie" or allocate resources in a way that everyone gets what they want.
Distributive Bargaining
In distributive bargaining the parties assume that there is not enough to go around. Thus, the more one side gets, the less the other side gets.
Positional Bargaining
This type of bargaining negotiates from positions, rather than interests. It is more typical in situations where there is a "fixed pie" to be divided up, or where both sides cannot possibly win, hence an integrative approach is not possible.
Creating and Claiming Value
In any negotiation, the parties decide whether to be competitive or cooperative. However, some theorists argue that this is a false dichotomy--that all negotiations involve both.
Culture-Based Negotiation Styles
In Asian, Canadian, and U.S. cultures, touching outside of intimate situations is discouraged. But, Mediterranean, Arab, and Latin American cultures allow more touching. Cultural differences like this can cause problems in cross-cultural negotiations. This essay dicusses cultural differences that affect the ways people negotiate and can lead to problems if they are not recognized and accommodated.
Single-Text Negotiation
This form of negotiation occurs when a mediator or one party drafts an agreement (or other document), and then the other party or parties edits that agreement, one-by-one, until everyone can agree on the entire thing.
 
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