Negotiation is a process of interaction between several parties in order to reach an agreement. The agreement supposes the solution to a conflict or the improvement of a problem or its management. If one of the parties is not interested in reaching an agreement, there is no negotiation.
In a previous article we explained the different strategies and tactics of the negotiation process, in this we will focus on its typology.
There is no standard negotiation classification since it is not convenient to always use the same negotiation style. Every customer, seller, employee or person you deal with will be different so treating everyone equally would be a mistake.
The most important difference between types of negotiations is whether the relationship will be in the short, medium or long term; Or whether it is a timely or more durable negotiation. According to this we differentiate three styles of negotiation:
>> Related article: Negotiation: techniques, tactics and strategies and effective keys.
A good negotiator will be able to transform their behavior in different situations. The most important variables to consider are:
The importance of the relationship.
The importance of the result.
Of these two variables can be differentiated five styles of negotiation:
1. Accommodative negotiation.
Has a lose / win attitude with a passive or submissive type of behavior.
The characteristics of this type of negotiation are:
This negotiation is given when, for example, we know that one supplier is charging us more than another for a certain product but nevertheless it is the one that has served us for life and we know that there will be no problems later in the case of delayed payments.
2. Collaborative negotiation.
In this case the behavior is more assertive in the form of win / lose.
The characteristics of the collaborative negotiation are:
For example, when two companies purchase the same product from the same supplier to reduce transportation costs.
>> Recommended article: The 19 basic assertive rights.
3. Negotiation of commitment.
In this case also assertive conduct is imposed linked to the following characteristics:
4. Avoidance negotiation.
In this case is based on avoiding lose / lose:
5. Competitive negotiation.
In this case the attitude is to win / lose with an aggressive type behavior.
Other types of negotiation.
We can find different factors that change the style of the negotiation that we carry out. The most important factor is to know the importance of having a personal relationship with the people involved in the negotiation. Thus, two other types of negotiation can be broken down:
Isolated negotiation: it is a type of precise negotiation in which there is no need to establish any type of relation. Interaction with the other party is of no greater importance since it is normal not to have to re-negotiate with the person. An example of this type of negotiation can be given when buying-selling a car.
Durable relationship: type of negotiation in which the relationship is particularly important.
Remember that when we talk about business-level negotiation the first thing is to reach clients, a good formula to reach them is by hiring advertising in places where potential clients meet in a non-invasive and natural way, such as those offered at Flexible Places.
>> Related article: The phases of the negotiation process.
Ver comentarios
tengo una pregunta ¿Cuáles son las características de una negociación progresiva y de la negociación inmediata?
Hola Penélope.
La principal característica de una negociación progresiva respecto a una inmediata es la relación que se genera entre comprador y vendedor. El primero, valorará la información obtenida e inicia un proceso de compra más largo antes de realizarla, en la que las técnicas de negociación entran más en juego. Sin embargo, en la inmediata se produce de forma más directa y momentánea: existe un producto con un precio y unas carácterísticas que son difícilmente variables por lo que la negociación es básicamente cerrar el contrato de venta ya con unas condiciones cerradas previamente.
Espero haberte ayudado.
Un saludo,
Iván Pico