Our style of negotiation will be influenced by the style of the other party. If both
sides are adversarial; there will be little trust between the two parties, however, if
one side decides to be co-operative, there is a danger the other side will use this
apparent sign of weakness to their advantage.
Co-operative bargaining has the advantage of being a more efficient style of
negotiation, however certain rules have to be followed by both parties for it to
work. Let us look at the two styles of bargaining and their features:
Features Of Adversarial Bargaining:
o Each side takes up a position and defends it.
o Opening bids are set at unrealistic levels; too high or too low, in order to give
room for manoeuvre.
o Movement is small or non-existent until later on in the negotiation.
o Tactics are used to gain short term advantage.
o Too much emphasis is placed on trust. .This really is my best price!
o Information is withheld, or misrepresented.
o The outcome is often "win-lose", or "lose-lose".
o The more aggressive negotiator usually does best.
o This style does not encourage long term, mutually beneficial relationships.
o Neither side asks enough questions, or explores alternatives in sufficient depth.
Features Of Co-Operative Bargaining:
o Each side recognizes that the other has needs and feelings and accepts implicit rules.
o Objective measures are taken of what is fair and reasonable.
o Trust is not an issue as either side is willing to share information.
o This style is friendly, but not soft. There is a willingness to trade concessions.
o There is a clear, communicable strategy.
o Bad behavior is punished.
o This style involves creative problem solving.
o It encourages long term, mutually profitable relationships.
o Each side asks more questions and explores alternatives, rather than taking up fixed positions.
o The usual outcome is "win-win".
Copyright © 2007 Jonathan Farrington. All rights reserved
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Jonathan Farrington is the Managing Partner of The jfa Group. To find out more about the author, subscribe to his newsletter for dedicated business professionals or to read his weekly blog, visit: http://www.jonathanfarrington.com
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