SCOPE OF NEGOTIATION

SCOPE OF NEGOTIATION

1. INDIVIDUALS

   • Individuals often adopt negotiation styles based on their personality, experience, and goals.
     • NEGOTIATION STYLE
       • • Competitive (win-lose) • Collaborative (win-win) • Avoidant • Accommodative • Compromising
         • COMMON ROLES
           • Mediator: Facilitates dialogue between parties in conflict. • Conciliator: Seeks to restore trust and improve the relationship between the parties. • Advocate: Represents own interests or those of a specific group.

2. ORGANIZATIONS (COMPANIES, NGOs)

   • Organizations negotiate based on their strategic objectives, corporate culture, and relationships with other entities.
     • NEGOTIATION STYLES
       • • Strategic: Plans for the long term and seeks lasting alliances. • Transactional: Focuses on concrete and specific agreements, often short-term.
         • COMMON ROLES
           • Representative: Acts on behalf of the organization, defending its interests. • Facilitator: Helps reach internal or external agreements. • Leader: Makes key decisions and guides the direction of the negotiation.

3. STATES A GOVERNMENTS

   • States negotiate in diplomatic, commercial, or international political contexts, with a focus on national interests and bilateral or multilateral relations.
     • NEGOTIATION STYLES
       • • Diplomatic: Seeks to maintain peaceful relations and resolve conflicts amicably. • Coercive: Uses economic, military, or political pressure to achieve its objectives.
         • COMMON ROLES
           • • Diplomat: Represents the State in international negotiations. • Trade negotiator: Focuses on economic and trade agreements. • International mediator: Intervenes in conflicts between other States or actors.

4. INTERNATIONAL ORGANIZATIONS

   • These entities often act as facilitators or regulators in global negotiations.
     • NEGOTIATION STYLES
       • Facilitator: Promotes dialogue and cooperation between parties. • Regulator: Establishes norms and standards to guide negotiations. • Arbitrator: Acts as an impartial adjudicator in disputes between parties.
         • COMMON ROLES
           • • Global Facilitator: Promotes multilateral agreements. • Observer: Monitors compliance with agreements. • Advisor: Provides technical or legal expertise in complex negotiations.

5. SOCIAL MOVEMENTS AND INTEREST GROUPS

   • These actors negotiate to defend specific causes or influence public policies.
     • NEGOTIATION STYLES
       • • Activist: Pushes for rapid and significant change. • Collaborative: Seeks alliances with other groups or institutions. • Confrontational: Uses protest or resistance tactics to gain influence.
         • COMMON ROLES
           • • Spokesperson: Represents the group's interests in negotiations. • Community Leader: Mobilizes and organizes group members. • Strategist: Designs tactics to influence decisions.