BASIC APPROACHES TO

NEGOTIATIONS

BASIC APPROACHES
Structural
Focus on positions, power
Win-Lose

Strategic
Focus on ends, rationality
Win-Lose (existence of optimal solutions)

Behavioral
Focus on personality traits
Win-Lose, role of perceptions and expectations

Concession exchange
Focus on concession making behaviour,

positions
Win-Lose, moves as learned (reactive)
responses
Integrative
Focus on problem solving, creating value
Win-Win potential

SUMMARY OF NEGOTIATIONS
APPROACHES

Q&A
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