Negotiation

What are the Types of Negotiation? In business, there are different types of negotiation, each needing distinct approaches for success. When preparing to negotiate, business professionals often wonder what types of negotiation are available to them. Some of the most common are distributive negotiation, integrative negotiation, team negotiation, and multiparty negotiation. In distributive negotiation, parties compete over the distribution of a fixed pool of value. Here, any gain by one party represents a loss to the other. You may also hear this referred to as a zero-sum negotiation or win-lose negotiation. Integrative negotiation gives us one of the biggest chances of a win-win. In these types of negotiation situations, there is more than one issue to be negotiated, and negotiators have the potential to make tradeoffs across issues and create value. In many cases, distributive negotiations can become integrative if we take the time to search for additional issues to include. Team negotiations are those types of negotiation situations where the negotiating parties are made up of more than one person. These might include union contract negotiations or major business negotiations. Lastly, mulitparty negotiations include, as you might imagine, multiple parties. These types of negotiation situations might include municipal projects or international negotiations. Multiparty negotiations do require more complex negotiating skills, but there is also more opportunity to find tradeoffs and create value. One of the final types of negotiation that you may encounter is the “one-shot” negotiation where parties have no intention of continuing to work together. One-shot negotiations often carry a risk of unethical behavior and hard bargaining if parties believe they have no need to build a trusting relationship. The following items are tagged types of negotiation:

Why Negotiations Fail


When we think of failed business negotiations, most of us picture negotiators walking away from the table in disappointment. But that’s only one type of disappointing negotiation. Failed business negotiations also include those that parties come to regret over time and those that fall apart during implementation. The following three types of negotiation failures are … READ MORE

Women and Negotiation: Narrowing the Gender Gap in Negotiation


Men tend to achieve better economic results in negotiation than women, negotiation research studies have found overall. Such gender differences are generally small, but evidence from the business world suggests that they can add up over time


How to Set Negotiation Goals as a Manager

To encourage the negotiators they supervise to do their best, managers routinely rely on performance benchmarks, the promise of bonuses, and other types of goals


When Negotiation Mistakes Compound over Time

When we think of our worst negotiation mistakes, they tend to be recent blunders. But what about negotiation mistakes whose repercussions accumulate over years, even decades? A failed negotiation case study from 1976 shows how carelessly negotiated deals can lead to long-term headaches and losses. A Short Season In 1974, brothers Ozzie and Daniel Silna,


Right of First Refusal: A Tool to Negotiate with Care

Among many useful negotiation skills and strategies, a right of first refusal can often benefit negotiators. In a right of first refusal, the right holder is typically given the power to buy an asset on the same terms that the grantor would receive from any other legitimate, prospective bidder, according to Harvard Business School


Negotiation Team Dynamics: The Divide-and-Conquer Strategy


In an interesting example of negotiation team dynamics, during a 2018 New Year’s Day address, North Korean leader Kim Jong-un proposed opening talks with South Korea to discuss the North’s possible participation in the Winter Olympics, to be held in Pyeongchang, South Korea, the following month. Hoping to avoid disruption by the North, South Korean


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