An Introduction to Negotiation Styles and Strategies

​Negotiating is an important skill in the business world. Negotiations take place frequently in most industries, ranging from massive deals that restructure how corporations operate to informal debates and agreements between co-workers. Negotiators can implement many different styles and tactics, though the most prudent approach may be influenced by the type of negotiation taking place.

Distributive negotiations, for example, involve two or more parties competing over the distribution of a fixed set of value. Often tense, distributive negotiations are also referred to as win-lose negotiations or zero-sum negotiations because any advantage gained by one party results in a loss for the other side.

An integrative negotiation, by comparison, provides a much greater chance for a win-win scenario or mutually beneficial compromise. During integrative negotiations, the involved parties discuss more than one central issue. This can complicate proceedings, yet it also allows the involved parties to make tradeoffs across the different matters, allowing for the creation of equitable value. For instance, a party could assume 75 percent of the distribution rights for one pool of value, but only 25 percent from a separate pool of equal value.

Professionals who regularly engage in negotiation processes should familiarize themselves with team negotiations. Team tactics and strategies are common across most negotiations because very few high-level business negotiations involve just two people. Any negotiation that involves groups of people, such as businesses, can be termed as a team negotiation. That said, certain negotiations are influenced by the fact that the needs of numerous people are involved, such as union contract negotiations.

The term "multiparty negotiation" is used to describe any negotiation involving more than one party. As is the case with team negotiations, multiparty negotiations can become highly complex. That said, they resemble integrative negotiations in that there is typically ample room for trade-offs and compromises.

Finally, some negotiations are referred to as "one-shot" negotiations. The concept behind one-shot negotiations is that one or more of the involved parties has no interest in continuing the partnership. In some cases, one-shot negotiations result in hard bargaining, as sides feel no need to build or maintain a mutually trusting relationship. In more severe instances, one-shot negotiations can serve as breeding grounds for unethical behavior.

Regardless of the type of negotiation, negotiators can approach communications with other parties in several ways. The “good cop, bad cop” negotiation tactic is perhaps the most well-known due to its depiction in popular media. This style of negotiation involves one person or party taking a hard line against the opposition, while another person or representative assumes a more generous posture. Alternating between rewards and punishments can be an effective means of drawing out an advantage over the other side.

Negotiation styles can be categorized more broadly as competitive, collaborative, accommodative, or avoidant. Competitive negotiators focus solely on the results and will rarely compromise on any point. Collaborative negotiators, by comparison, are more focused on resolving problems and, ideally, securing win-win solutions. Collaborative negotiators value mutual benefit, while competitive negotiators maintain an aggressive front at all times.

Another highly cooperative form of negotiation, accommodative negotiation emphasizes the relationships between the involved parties. Finally, avoidant negotiations are designed to minimize conflict and highlight the objective. Secondary issues are avoided in pursuit of the most efficient solution available.

Gabriel Vadasz

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