TIPOS DE NEGOCIACION
Negotiation Types Overview
Introduction to Negotiation
- José Cruz Sánchez Prado introduces the concept of negotiation as a meeting point for two parties collaborating towards a common goal.
- Emphasizes that negotiations should be based on mutual agreements that benefit both parties involved.
Types of Negotiation
1. Integrative Negotiation
- Described as a "win-win" scenario where all parties gain from the agreement.
- Key characteristics include initial agreements and creative problem-solving, often referred to as "expanding the pie."
- Focuses on understanding each party's needs through questioning and dialogue.
2. Distributive Negotiation
- Characterized by a "win-lose" outcome, where one party benefits at the expense of another.
- Requires careful management since it typically involves conflicting objectives between the parties.
3. Collaborative Negotiation
- Involves parties with shared goals aiming for mutual benefits, promoting cooperation and teamwork.
- Utilizes strategies aimed at achieving collective results that are advantageous for all involved.
4. Accommodative Negotiation
- One party may concede partially or fully to strengthen relationships and facilitate future collaboration.
- Prioritizes commercial relationships and requires one side to yield temporarily to resolve issues effectively.
5. Multiparty Negotiation
- Engages multiple stakeholders with distinct interests in specific topics or issues.