Scope of negotiation

Scope of negotiation

1. Individuals

   • Negotiation Styles
     • Competitive (Win-Lose): Seeks to maximize their own benefits at the expense of the other party.
     • Collaborative (Win-Win): Attempts to find solutions that benefit both parties.
     • Avoidant: Avoids conflict, postpones, or evades negotiation.
       • Accommodative: Prioritizes the other party's needs over their own.
       • Committed: Looks for a middle ground where both parties give up something to reach an agreement.
       • Common Roles
         • Mediator: Conciliator: Advocate:

2. Organizations (Companies, NGOs, etc.)

   • Negotiation Styles
     • Strategic: Plans for the long term and seeks durable alliances.
     • Transactional: Focuses on concrete and specific agreements, often short-term.
     • Integrative: Aims to create value for all involved parties.
     • Distributive: Prioritizes maximizing benefits in a zero-sum situation.
     • Common Roles
       • Representative: Facilitator: Leader:

3. States and Governments

   • Negotiation Styles
     • Diplomatic: Seeks to maintain peaceful relations and resolve conflicts amicably.
     • Coercive: Uses economic, military, or political pressure to achieve their objectives.
     • Cooperative: Works with other States to achieve common goals.
       • Defensive: Protects national interests against external threats.
     • Common Roles:
       • Diplomat Commercial Negotiator International Mediator

4. International Organizations (UN, WTO, etc.)

   • Negotiation Styles
     • Facilitator: Promotes dialogue and cooperation among parties
     • regulator: Sets norms and standards to guide negotiations.
     • Arbitral: Acts as an impartial judge in disputes between parties.
       • Common Roles
         • Global Facilitato Observer Advisor

5. Social Movements and Interest Groups

   • Negotiation Styles
     • Activist: Pushes for rapid and significant changes.
     • Collaborative: Seeks alliances with other groups or institutions.
     • Confrontational: Uses protest or resistance tactics to gain influence
       • Common Roles
         • Spokesperson Community Leader Strategist