What are the types of negotiation?

Negotiation is generally divided into “integrative bargaining” or the creation of value, and “distributive bargaining” (AKA haggling") or the division of value. Fundamental to any negotiation is considering the creation of value before the division of value. The way that we create value is by digging beneath positions (what people are asking for) for INTERESTS (they why beneath the what) and exploring creative OPTIONS to meet those INTERESTS. This requires that we have built sufficient rapport, and like many things in negotiation, is easier said than done.

In Negotiation, we also talk about “hard” and “soft” bargainers. “Hard” bargainers will prioritize getting more for themselves at the expense of their relationship with their counterparts, while “Soft” bargainers will prioritize their relationship with their counterparts at the expense of their own substantive gain. In INTEREST-based negotiation, we identify this as a false dichotomy believing instead that we should be “hard” on the problem and “soft” on the person.

We might also think about how the different mediums we are using to negotiate (by phone vs. video call vs. email vs. in-person) change the “container” of the negotiation and might suggest different best practices to reduce ambiguity in the parties’ COMMUNICATION.

In game theory, we might also think of “long” vs. “short” games or “repeat” vs. “one-shot” games differentiated by the number of times we “play” our counterpart and the time horizon of the RELATIONSHIP between the other party(ies).