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Features and uses of different approaches to negotiation

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Reference no: EM132840976

Explain the features and uses of different approaches to negotiation (Tips:

  • Approaches to negotiation: disruptive (competitive approach), integrative (collaborative approach)
  • Features of disruptive negotiation: competitive; 'win-lose''; parties' interests are opposing; adoption of extreme positions; inflexible negotiating position; use of manipulation; use of bluff; concealing information; use of brinkmanship; negative approach
  • Uses of disruptive negotiation: gaining a competitive advantage; maximising own interests; fixed resources to be divided; disruption of competitors
  • Features of integrative negotiation: collaborative; 'win-win' approach, creating value; interests are aligned; compromise sought; flexible; cooperative; information sharing; mutual problem solving; honesty
  • Uses of integrative negotiation: maximising joint outcomes; all parties 'happy' with outcomes; building relationships and trust; sufficient resources to be divided; a positive approach)

Reference no: EM132840976

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