The_Essential_Manager_s_Handbook

384 / SETTING YOUR STYLE

Defining negotiation styles

Spotting different approaches

There are three styles of negotiation:

distributive, integrative, and mixed

motive. Negotiators that mainly use the

distributive style view negotiations as a

competitive sport, a zero-sum game with

a winner and a loser. Such negotiators

compete fiercely for the distribution of

the outcomes (the size of the pie) and

engage in value-claiming behavior.

These negotiators use competitive

actions in an attempt to gain a win-lose

outcome in their favor. They dismiss the

value of building relationships and trust

as naive, tend to make excessive

demands and use threats to obtain

concessions, and exaggerate the value

of the small concessions that they make.

They also conceal their needs, do not

share information, do not look for

possible creative ideas, and even

use deceptive tactics.

Using the integrative style

In contrast to value-claiming negotiators,

integrative negotiators believe that the

size of the pie is not fixed and can be

expanded, and that the negotiation

process is able to produce a win–win

solution. The integrative style of

negotiation is designed to integrate the

needs of all the negotiators. Negotiators

engage in value creation behaviors.

They invest time and energy in building

relationships and nurturing trust, share

information openly, and are cooperative,

flexible, and creative.

Negotiators come to the negotiation table because they have needs

that they believe may be fulfilled through negotiations. In order to fulfill

these needs, negotiators use different styles and engage in a variety of

behaviors that they trust will help them get what they want.

Mixed-motive style

Distributive style

US_384-385_Defining_negotiation_styles.indd 384 31/05/16 5:29 pm