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Types of Negotiations

2. To Negotiate Is To

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Types of Negotiations

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    1. Types of Negotiations American Society for Training & Development

    2. 2 To Negotiate Is To Use interpersonal communication effectively to achieve desired outcomes. Explore common interests, needs, and differences. Reach mutual agreement.

    3. 3 Negotiation Types Adversarial (or Positional): A gain by one side is typically at the expense of the other; contest of wills. Interest-Based (or Principled): Value for both sides is created through weaving common interests; decision is based on merit.

    4. 4 Negotiation Types In Adversarial Negotiation Focus is on who will get the most out of the deal. A fixed value is at stake. Competition is key. What are your experiences or examples with this negotiation type?

    5. 5 Negotiation Types In Interest-Based Negotiation Focus is on achieving maximum gain for both sides. Value is both created and claimed for yourself. Cooperation is key. What are your experiences or examples with this negotiation type?

    6. 6 Common Negotiation Outcomes Lose-Lose Win-Lose Win-Win No Result

    7. 7 Common Negotiation Outcomes Lose-Lose: Neither side achieves its needs or wants; distrust typically is involved. Example: involved in a labor strike

    8. 8 Common Negotiation Outcomes Win-Lose (or Lose-Win): Only one side gets its needs or wants met; concessions are made. Example: stuck with a faulty product

    9. 9 Common Negotiation Outcomes Win-Win: The needs and wants of both sides are met; leads to positive feelings. Example: secure favorable terms for a loan

    10. 10 Common Negotiation Outcomes No Result: Neither side wins or loses; there is a willingness to negotiate again in the future. Example: Walk away from a car deal

    11. 11 Common Negotiation Outcomes Questions to Consider: Is Win-Win really possible? Can both sides get everything they want? Dont some trade-offs have to be made?

    12. 12 Common Negotiation Outcomes Success Factors for Win-Win: Explore a counterparts needs rather than assume them. Bring multiple issues to the negotiation rather than just one. Consider that your needs may be different from theirs.

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