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Inter-
person
Intra-person Negotiatio
Negotiation n
Unplanned Planned
Negotiatio Negotiatio
n n
Integrative Distributiv
e
Negotiatio Negotiatio
n n
Compromise
Unasserti
Avoidance Accommodati
ve
ng
Uncooperative Cooperative
Win – Lose Style
• The win-lose is the most common style of distributive
negotiation wherein a person pursues his or her own
wishes at the expense of other party.
• Under this style negotiation is viewed as a game to be
won. Losing may be taken as failure, weakness, and a
loss of status.
• When engaged in this style, the parties may use
different tactics to win like: persuasion, argument,
power, or even threat.
Usefulness
Politicians use a
variation of this This planned
strategy to test action is
receptivity by the “leaked” by a
public to something “reliable
they plan to do. resource” to test
acceptability
before final
action is taken.
Approach Strategy
LIMITED AUTHORITY
“I do not think I could make
further concession”, said Limited authority is an
the salesman. “Ok! Let me attempt to postpone the
consult my business decision on a pretext to
partner since final decision get approval from a
will only be after our competent authority.
mutual consensus”, said Whereas the real aim is
Ahmad and left the to gain time for
salesman’s office. reconsideration, and / or
keeping the opponent
under pressure for a
possible negotiation
breakage.
Approach Strategy
Next day, Ahmad appeared in
the salesman’s office again
along with Hassan, his
business partner and reiterated
his yesterday’s position that
they could not pay Rs. 485,000
at least within one week. “It
seems difficult to give any
further concession without
consulting the builder”, said the
salesman.
Approach Strategy
“I told you not to approach this When bad guy steps out
agency, you could never conclude
any deal with them”, growled for a few minutes, the
Hassan and stepped out of the good guy offers the deal
office.
that under the
“You are spoiling almost a
circumstances seems too
concluded deal. I offer Rs. good to refuse. Bad guys
475,000 though I am not sure usually comprise
my partner will agree to it. A slight spouses, lawyers etc.
budge from your position can bring
the deal back on track”, murmured
Ahmed to the salesman in confiding
style.
Approach Strategy
Feelings and
emotions
received from
others through
their body
Symbolic Vibes
actions
Paralanguage Kinesics
How something is Facial
said instead of what is
said i.e. volume, rate expressions, body
and rhythm, silent gestures, dress
Body Language What it could mean