Negotiations can be related to everyday life and to conversations with people who also surround us in private life. The difference, however, is that in conducting negotiations we have to achieve a business goal, and to achieve it we should choose the appropriate model for conducting talks.
There are 5 main negotiation strategies. What are their characteristics and what makes each of them different? We invite you to read the entry
Negotiation strategies and negotiation styles
Negotiation strategies, like negotiation styles, can be classified into two groups, or in other words - dimensions:
- Care for self-interest
- Care for the interest of the negotiating partner
Negotiation styles, although you might think that they are the same as negotiation strategies, have several visible differences. We wrote more about negotiation styles in the article below.
Valuation in negotiation strategies is based on the large-small scale. By combining these two dimensions, we can distinguish individual negotiation strategies that are based on them:
Avoidance - is a small concern for both self-interest and the interest of the partner
Submission (adaptation) - is a small concern for self-interest and a great concern for the interest of the partner
Rivalry (struggle) - consists in a high concern for own interest and a small concern for the interest of the partner
Cooperation - a great concern for self-interest and the interest of a partner
Compromise - balanced (in the middle of the scale from large to small) care for both own and partner's interests.
In the next article we will describe individual negotiation styles, explaining their characteristics.
Adjusting the negotiation strategy to the assumed goal, as well as its compatibility with negotiation styles, can have a key impact on the course of conversations. Business negotiations are an art that must be mastered to succeed. That is why it is extremely important to participate in negotiation workshops and business trainings that allow you to broaden your knowledge and train the skills you have already acquired. It's also a good idea to regularly use negotiating sparring partner support or shadow negotiator. An objective look at our negotiating style relative to the negotiated topic can change a lot in the results achieved.