We have already described many styles of business negotiation on our blog. This time we will focus on substantive negotiation, which is sometimes referred to as principled negotiation.
What is this negotiation style? Where does it come from? And what are its characteristics?
What are tangible business negotiations?
Negotiation in kind represent a compromise between hard and soft negotiations. Recall that the hard style implies competition between the participants in business talks with the objective of winning at all costs. Negotiators using this style do not build relationships with the opposing party and do not seek compromise solutions. In contrast, the basis of the soft style is friendly relations and a high level of trust between the participants in the process. the aim of soft negotiation is to seek agreement even at the price of significant concessions.
The essence of substantive negotiation is to solve problems and achieve set objectives, i.e. mutually beneficial contracts. To achieve this, it is necessary to be open and try to understand the needs. It is also necessary to focus on the problems and how to reach a compromise.
Negotiations substantive very much resemble win-win negotiations. In both cases, the primary objective is a long-term relationship involving mutual benefit.
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