Negotiations — the achievement of agreements, agreements in which each party can say no.
Negotiation types
Negotiation styles
Soft and hard
Materials from I.O. Vagina «How to Win Negotiations»
Negotiation strategy
Cooperation. The parties seek and find a mutually beneficial solution that maximizes the total benefit of all participants in the negotiations. The basis for further cooperation is being created. Such negotiations are called «partner-style negotiations» or «integrative negotiations».
Competition. Each side tries to grab the largest piece of the pie. Such negotiations are called «hard talks». Further cooperation is not envisaged. The goal of the participants is to squeeze everything possible from the counterparty at any cost.
Compromise. The parties are not actively seeking solutions. They choose a solution that satisfies both parties sufficiently. However, such a solution is not optimal and will never bring the maximum possible benefit to both parties.
avoidance. If the terms of the deal are unacceptable and it is impossible to change them in your favor, then you need to refuse the deal and leave. Especially in the case when the parties have attractive alternatives to this agreement. In the absence of unattractive alternatives, it may be necessary to continue the negotiation process.
Training by Boris Polgeim in Sinton
- Negotiations without defeat