There are various styles of negotiation, each with its own set of advantages and disadvantages. The exchange of positions and demands initiates the process. Then, both parties must clarify their positions and requests in order to educate and comprehend the other party's stance. They may then discuss how they arrived at their current stance and their strategy for achieving an agreement. These two modes of negotiating have some distinctions. The following are some of the most frequently encountered negotiation styles.
According to Irfan Virji, the bidding procedure entails pitting one party against another, which stimulates interest in the commodity. Bogey tactic: The objective of this form of negotiation is to make a minor issue appear to be critical. By exchanging a significant concession, the bogey becomes irrelevant to the other party. This method may backfire if the opposing party develops resentment. The following sections discuss several styles of negotiation and their associated benefits and cons.
Distributive: In this form of negotiation, two sides compete for as much value as possible. The vendor wishes to obtain the greatest possible value for his or her money, whereas the buyer wishes to pay the least possible. It is comparable to haggling but concentrates on a single point. Typically, there is no established relationship in distributive negotiation. The parties to this sort of discussion have a strained connection and are therefore more likely to reach an agreement quickly. Purchasing and selling a house or an automobile are examples of distributive negotiations. Simple business transactions, such as acquiring things or services, also fall under this category.
Negotiation based on a fixed pie. In this case, each party is given a fixed portion of pie. The party with the largest piece is declared the winner. This is sometimes referred to as a zero-sum-sum game or distributive negotiation. Purchasing a used car is a classic example of this type. Additionally, a fixed-pie negotiation is referred to as a "fixed-pie" negotiation. The deal is complete after the two parties agree on a price.
Negotiations on a distributed basis. According to Irfan Virji, this style of negotiation is predicated on the assumption that both parties desire the same objective. For instance, a used-car buyer may bargain for a lower price rather than pay a higher one. The salesperson will then bargain for a cheaper price. The two parties may exchange favors, but they do not gain anything in return. If the car's value exceeds the customer's expectations, the seller will incur a loss. Similarly, a win-loss negotiation will fail if the buyer does not succeed in securing the sale.
When the parties are unwilling to compromise, informal mediation is frequently the best option. These negotiations, on the other hand, are frequently more casual and prone to errors. It's critical to remember that a "win-win" negotiation is one in which both parties are satisfied with the outcome. On the other hand, a zero-sum game is a win-lose situation. The successful party in this form of negotiation will receive a greater sum of money than the losing party.
According to Irfan Virji, both sides apply both techniques during an integrated negotiation. While the former is a more effective strategy for commercial negotiations, the latter is less beneficial for both parties. While some businesses will pursue a collaborative approach, others will pursue a different method. Neither approach to negotiation is superior to the other. This is considered the most advantageous method for both parties. When the objective is mutually beneficial, it can be a beneficial arrangement for both sides.
Integrative-mutual-mutual-mutual-mutual-mutual-mutual-mutual-mutual-mutual-mutual-mutual-mutual-mutual-mutual-mutual-mut They are more concerned with the substance of the agreement than with the technique of tension creation. They are not always cooperative, but they can be a viable option in some circumstances. If you're attempting to secure acceptance of an offer, the passive-aggressive method is the best option.
Negotiation on a Win-Lose Basis
Winning is a win-win situation for both parties. Three or more parties are involved in the multiparty negotiating process. The parties are attempting to strike a mutually beneficial deal. This method of bargaining is not optimal for the parties involved. In this situation, both parties are pursuing the same objective. The outcome of the negotiations is contingent upon the team members' approach.
