Negotiation is a fundamental skill for the success of any company. A good negotiator is able to communicate what he or she is looking for and achieve an objective among the interests of the other party, in addition to knowing about the different negotiation strategies.
There are different ways of negotiating, which stand out for having different characteristics and a specific use depending on the situation, the objective and the relationship with the other party. Here we will tell you what the main strategies or forms of negotiation are so that you can apply them in your company.
Distributive bargaining
The first of the negotiation strategies is distributive negotiation , which focuses on the distribution of limited resources such as money, time or space. In this type of negotiation, the gains of one party are at the expense of the other, so it is usually more competitive and conflictual. If one party wins, the other party loses.
This type of negotiation technique is used when the resource is fixed and cannot be expanded, when there is no interest in maintaining a long-term relationship with the other party, or when the goal is to obtain the maximum possible benefit.
Generally, this form of negotiation was classic in the past when the figure of the voracious and imposing businessman was what stood out. A good businesswoman was one who list of telegram users in korea managed to crush the other party, although, as we have seen in recent years, this is no longer the case.
Main Features
Some characteristics of distributive negotiation are:
It is based on positions, not interests.
Relevant information is withheld or persuasion, pressure or deception is used.
Seeks to get the biggest piece of the pie no matter what the other loses.
Collaborative or integration negotiation
Collaborative or integrative negotiation seeks to maximize value for all parties involved. It focuses on finding creative solutions that benefit both parties and that satisfy their interests and needs. That is why it is considered one of the noblest negotiation strategies.
Collaborative negotiation is used when there are sufficient resources or more can be generated, when you want to maintain or improve a long-term relationship with the other party, or when you want to create joint value. Basically, this is the best example of negotiation techniques where win-win is prioritized.
The goal is not to monopolize everything, but rather for each participant to receive a slice of the pie so that everyone wins. This way you will not “overindulge” or look greedy and want to eat it all yourself.
negotiation-techniques
Highlights
Some characteristics of collaborative negotiation are:
It is based on interests, not positions (the opposite of the previous strategy).
Share relevant information and seek to understand the other party's needs and motivations.
Try to get everyone to eat a piece of the cake.
Use cooperation, trust and creativity, as well as assertive, clear and honest communication.
Avoidance or withdrawal negotiation
Avoidance or withdrawal negotiation is used when it is better not to negotiate in certain circumstances. It can be useful to avoid unnecessary conflicts, to gain time to prepare better, or to look for other alternatives. It is also used when there is no possibility of making a profit.
Many experts resort to this type of negotiation strategy when the market is adverse. For example, when there is a precipitous decline and you have to exit the business to avoid further losses.
A perfect example of withdrawal negotiation techniques is when a company goes bankrupt. Here you can negotiate in an avoidance manner looking for a purchase offer, but not finalizing anything serious.