Types and Styles of Negotiating and Negotiators

Type of negotiations

Two main type of negotiation where discussed in class. They are Disruptive and Integrative negotiations.

In order to explain the two concepts in class two groups performed a role play to illustrate the concepts.

Disruptive negotiations

For this the group used a classic example that we see every day on the road.

Negotiating with taxi drivers.

Here two group member acted as two foreigners trying to get from kollupity to MC ( bambalapitya) . Which is a very short distance but the taxi driver took to advantage the fact they the two foreigners didn't know the distance and how much the normal rate was and charged them Rs.1000 for the ride. The foreigners who were in a rush didn't realize that they being cheated, agreed to pay that amount but when they realized their loss it was too late.

Disruptive negotiations is basically a situation when two parties cannot come to an equal negotiation where one party will lose and the other party will win. This scenario heighten some features of a disruptive negotiation.

• One party has more information than the other.
•  One party will have to give into to the other.
• Damages the relationship
• Gain by one at the expense of the other. Also known as a zero-sum negotiation.
• Relationship and reputation are irrelevant; not willing to trade value for value in their relationship.

Integrative negotiations

Here the other demonstrated this type f negotiation by resolving an sibling dispute over a will. 

Issue of the will 

When both the sisters realized that they cannot divide the father’s property on their own they went to get legal advice from a lawyer. After discussions about what both of them were willing to give up and what both of them wanted they were able to come to the agreement of selling the items they didn’t want and dividing the money and divide the property in a equal manner so that they both will be happy .

Integrative negotiations are basically a situation when two parties can come to an equal negotiation and have a win-win situation .This scenario heighten some features of an integrative negotiation.

• Both parties have equal knowledge
• All intentions and expectations are laid out.
• Usually have a good outcome if a 3^rd party is brought in.
•  Parties cooperate to achieve maximum benefits by integrating their interests into an agreement.
• Each side makes trade-offs to get the things it values most, giving up other less critical factors.
• All interests are mostly satisfied.

Principled Negotiations

This type of negation follows a set order or rules that make it easier to negotiate towards an integrative negotiation. 

1^st Principle: Separate People from the issue

One main problem when doing negotiations is that people tend to get personally involved and take the responses fro the other side as personal attacks. Separating oneself and the other side for the issues will able both parties to address the issue without damaging the relationship. There are 3 basic types of people problems

The differences on perception among the parties-

Without blaming the other side for the losses or the issue at hand both side should try to come up with proposals that would be appealing to both sides. Both parties should be equally involved in the negotiation process.

Emotions –

Both parties should take into account the emotions of the othe side and try not to respond emotionally to an emotional out burst.

Communication-

Both parties should listen to what the other side says and their view of the issues. Most misunderstandings leads to the fact that one side refuses to listen to what the other side says . Be an active listener at all times.

2^nd Principle: Focus on Interests

In order to accomplish this both parties must beware of not only their own interests but also of the interests of the other party. Once the interests are made own to each other the parties should discuss them together. By paying attention to both interest discussions should keep a look forward to the desired solution rather than focusing on the past.

3^rd Principle: Generate options

This is to generate creative options to solve the problem at hand. Participant should create options that avoid win-Lose situations and drive towards Win-Win situations .

4^th Principle: Use objective criteria

Usually when negotiating a several type of criteria will occur therefore the parties must agree upon which criteria is best for their situation.

Types of negotiators

There are two main types of negotiators

• Though negotiators
• Soft negotiators 

How deal with the opposition and how you act during the negotiation determines what type of negotiator you might be .

Tough negotiators	Soft negotiators
·         Open with high demands ·         Stick at their demands ·         Move infrequently ·         Make confessions ·         Not scared of deadlock ·         Time constraints ·         Take more than they give ·         Do not succumb to threats and sanctions	·         Open modestly ·         Move considerably ·         Make frequent concessions ·         Scared of deadlock + time constraints ·         End up giving up more than you want to ·         Succumbs to treats and sanctions

Negotiating styles

In class we discussed about 5 different styles of negotiation.

1. Competing –Negotiators that have this style are result- oriented , self-confident, assertive , are primarily focused of on the bottom line. They also have a tendency to impose their views upon the other party and can be aggressive/ domineering.Usually this type of negotiator maximizes his/her gain. (L, 2005)
2. Avoiding - Negotiators that have this style are passive , prefer to avoid conflict , makes attempts to avoid the situation , fail to make necessary steps to contribute to the solution. They avoid negotiating and gain or lose little, may be ignorant of their own options, or unable to effectively negotiate. (L, 2005)
3. Collaborating - Negotiators that have this style are honest in communication, focus on finding creative solutions , usually works towards a win-win negotiation.Employ a joint decision-making perspective, can seek integrative solutions. (L, 2005)
4. Accommodating - Negotiators that have this style makes attempts to maintain the relationship with the other party, they smooth over conflicts and downplay differences. They are most concerned in satisfying the other party.
5.  Compromising- Negotiators that have this style aim to find the middle ground , and often split the differences between positions frequently engage in tradeoffs .