DEFINING NEGOTIATION STYLES / 385Using mixed-motive tactics
The true nature of effective negotiations
is often mixed, requiring both cooperative
and competitive tactics. The rationale
for this is that, through cooperation,
negotiators create value; they put money
on the table. Following this, once value
has been created and the money is on the
table, the parties have to split it between
themselves. In order to secure the most
profitable split, a negotiator has to switch
from the cooperative mode to the
competitive mode.TAILOR YOUR
APPROACH
Utilize all of the negotiation
styles—distributive,
integrative, and mixed
motive—where appropriate,
depending on with whom you
are negotiating and what
their negotiating style is.Tip
RESPONSES TO DISTRIBUTIVE TACTICS
If the other party is using a distributive win–lose approach, a negotiator
who favors the win–win style must protect their own interests. Some
respond with the same hard tactics, meeting toughness with toughness.
However, since the win–lose negotiation style is most likely to produce
suboptimal outcomes, it is advisable first to try and influence the other
party to move toward a more integrative style. Value claimants often think
the other party is oblivious to their tactics, and so some negotiators
inform the other party tactfully but firmly that they know what they are
doing and that it doesn’t contribute to productive negotiations. If all
approaches to dealing with value-claiming tactics fail, however, and if
they do not require the deal, many negotiators will simply leave the table.In focus
Integrative style
more value may be gained
in a deal when zero-sum
games are abandoned
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US_384-385_Defining_negotiation_styles.indd 385 30/05/16 3:06 pm