One common negotiation style is the collaborative or integrative style. This approach focuses on working together to find mutually beneficial solutions, rather than viewing the negotiation as a zero-sum game where one party's gain is the other's loss.
Key Characteristics:
- Problem-Solving Orientation: Both parties in a collaborative negotiation seek to understand each other's needs and interests deeply. They work together to solve the problem rather than just dividing resources.
- Open Communication: There is a high level of transparency and sharing of information. Parties openly discuss their goals, preferences, and constraints, which helps in finding creative solutions that satisfy both sides.
- Focus on Relationships: This style often prioritizes maintaining and improving relationships between the parties. It fosters trust and goodwill, which can be beneficial for future interactions.
- Creativity: Collaborative negotiators often brainstorm multiple options and are open to innovative solutions that might not have been initially considered. They aim to expand the pie rather than just claim a share of it.
- Mutual Gain: The ultimate goal is to reach an agreement that benefits both parties, enhancing overall satisfaction and cooperation.
Example: Suppose two companies are negotiating a partnership. Instead of competing over the terms, they might collaboratively explore how their combined strengths can create a new product or enter a new market, ensuring that both companies benefit from the synergies.
The collaborative style can lead to more sustainable agreements and stronger relationships, though it requires trust and a willingness to work together toward common goals.
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