#4668 - Negotiation Styles And Strategies - BPC Alternative Dispute Resolution

ADR: NEGOTIATION STYLES & STRATEGIES Negotiation Styles * * * The negotiator's manner of delivery, attitude and demeanour - the way they present themselves during the negotiation. It includes their tone and volume of voice, the language they use, body language and personality. A style can be deliberately adopted to meet the needs of the client/case. Confrontational/ Competitive * Relatively formal in approach * Argumentative * Tends to be dogmatic * Uses emphatic language * Unwilling to reveal information * Less willing to see the merits of the other side's case * Makes demands * Less willing to compromise * Attempts to wear the opponent down Cooperative/Collaborative * Open approach, less formal * Tends to be conciliatory * Uses more neutral/constructive terminology * More open to sharing information * Willing to co-operate to reach a settlement * More willing to make reasonable concessions * Friendly, courteous, tactful COOPERATIVE STRATEGY * The focus is on reaching an agreement that is fair to both sides, and on the assumption that both sides will make concessions to achieve that * The negotiator is willing to share information and co-operate with the other side. * The negotiator is willing to make concessions and explain the basis for doing so (to show fairness, and that the concession is reasonable and justified rather than a sign of weakness) * There is a willingness to explain your case/strength of position on an issue/the basis for offers COLLABORATIVE/PRINCIPLED/PROBLEM SOLVING STRATEGY * This assumes that both parties will work together to each agreement by exploring the underlying interests of the parties to reach an agreement that is objectively fair to both parties. * The approach is of mutual problem-solving based on mutual co-operation (differs from cooperative strategy because it is not positional). * There is mutual sharing of information and open discussion (on a without prejudice basis) of options for settlement * A possible outcome may be measured against objective criteria e.g. the view of an agreed expert to show it is "fair" * Options for settlement may go beyond the issues in the case to find mutual benefits - a "winwin" situation, or "expanding the pie".