Types of Negotiations

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Types of Negotiations
Lisa J. Downs

• American Society for Training Development

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To Negotiate Is To

• Use interpersonal communication effectively to
  achieve desired outcomes.
• Explore common interests, needs, and differences.
• Reach mutual agreement.

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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.

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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?

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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?

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Common Negotiation Outcomes

• Lose-Lose
• Win-Lose
• Win-Win
• No Result

Source Stark, Peter B., and Jane Flaherty. The
Only Negotiating Guide Youll Ever Need 101 Ways
to Win Every Time in Any Situation. New York
Broadway Books, 2003.
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Common Negotiation Outcomes

• Lose-Lose
• Neither side achieves its needs or wants
  distrust typically is involved.
• Example involved in a labor strike

Source Stark, Peter B., and Jane Flaherty. The
Only Negotiating Guide Youll Ever Need 101 Ways
to Win Every Time in Any Situation. New York
Broadway Books, 2003.
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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

Source Stark, Peter B., and Jane Flaherty. The
Only Negotiating Guide Youll Ever Need 101 Ways
to Win Every Time in Any Situation. New York
Broadway Books, 2003.
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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

Source Stark, Peter B., and Jane Flaherty. The
Only Negotiating Guide Youll Ever Need 101 Ways
to Win Every Time in Any Situation. New York
Broadway Books, 2003.
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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

Source Stark, Peter B., and Jane Flaherty. The
Only Negotiating Guide Youll Ever Need 101 Ways
to Win Every Time in Any Situation. New York
Broadway Books, 2003.
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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?

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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.