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Negotiation styles
Disciplines > Negotiation > Negotiation styles
Negotiation styles vary with the person, their beliefs and skills, as well as the general context in which they occur. Here are a number of different styles considered from different viewpoints.
Belief-based styles
There is a common spectrum of negotiation that ranges from collaborative to competitive. The approach taken is generally based on
- The spectrum of negotiation styles: From concession to competition.
- Collaborative negotiation: Negotiating for win-win.
- Competitive negotiation: Negotiating for win-lose.
- Balanced negotiation: Walking between collaborative and competitive negotiation.
Professional styles
Professional styles are those use by people who have a significant element of negotiation in their roles. Here is a selection of different contexts in which such negotiation takes place.
- Industrial relations: Confrontational bargaining.
- Managing board: Together and competing.
- International: Diplomatic dancing.
- Political: Scheming horse-trading.
- Selling and buying: Professional sellers and buyers.
- Hostage: Emotional big-stakes exchanges.
Contextual styles
Negotiation often happens within non-professional contexts, where the people either do not know that they are negotiating or they are not skilled at it.
- Domestic: Discussions and arguments at home.
- Everyday: Everybody, every day, negotiates.
- Hierarchical: Parent-child, boss-subordinate, etc.
See also
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