Q & A Table of Contents
Comparing Negotiation Styles
From: Nancy, High Wycombe, UK
Question: How would you define integrative and positional negotiation, and what exactly are the main differences between the two?
Response: Integrative negotiation -- which we tend to call interest-based negotiation -- is rooted in the belief that if folks want to solve a problem, they can often do a better job by finding others with whom to collaborate. Positional negotiation can be thought of as the 'my way or the highway' approach -- where a party thinks or acts as if s/he has all the answers.
One can compare negotiation to knitting and weaving. When an individual knits something, it is a matter of a single strand of wool being manipulated by a single knitter. The resulting fabric can be pulled out of shape quite easily -- or even pulled apart if one grabs the strand of wool at a vulnerable point. A woven textile draws input from more than one direction -- and has far more tensile strength than something produced by knitting.
Good luck with your negotiations,
Steve
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