Different Negotiating Types / Bargaining Styles

Negotiating and Bargaining
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Perthachy
Student (MBA), Egypt

Different Negotiating Types / Bargaining Styles

Soft Bargaining: Very cooperative, conciliatory bargaining that focuses primarily on reaching an agreement and on not making the other side upset.
Hard Bargaining: Adversarial, competitive bargaining that assumes that the opponent is an enemy to be defeated, rather than a partner to be worked with cooperatively.
Principled Negotiation: A way of bargaining that combines the hard/aggressive and the soft/passive bargaining method. The method of principled negotiation is to decide issues on their merits rather than through a haggling process focused on what each side says it will and won’t do. It suggests that you look for win-win wherever possible, and that where your interests conflict, you should insist that the result be based on some fair standards independent of the will of either side.

  Jaap de Jonge
Editor, Netherlands
 

Five Negotiation Styles (Thomas-Kilmann Conflict Modes)

Individuals often have strong dispositions towards (...)

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