Types of negotiation

Negotiation is a very differentiated activity. 

Its elements: actors, divergence, seeking agreement, interest, powers can occur in various weights, take various forms, varying priorities and meet and interact as combined multiple modalities.

A typology that has wide acceptance among scholars of the subject is one that considers the integrative and distributive orientations.

Integrative negotiation.

In this integrated approach, negotiators expressed wishes of mutual gains and high cooperation. It is oriented towards the respect of the negotiator's aspirations in order that the party consider equally satisfactory result. It tends to give importance to the quality of the relationship between the parties, may even eventually lead to the modification of the particular objectives and respective priorities, to guide them towards objectives of common interest.

The reasons to give an integrated approach to a negotiation are the following:

1 .- supports and aims to develop a climate of trust, reciprocity and mutual credibility.

2 .- To reduce the risk of later reviewing the deal, ensuring greater stability to a negotiated solution.

3 .- It is suitable for taking into account the relationships among negotiators in the future. It is a negotiation of both "projects" as "points to be resolved" or "resources" to grant.

4 .- It values creativity, the search for constructive and dynamic options, mobilizing ideas and new shares, since it tries to persuade the other party to work together.

5 .- In a more general level, it is susceptible and becomes a daily way of solving problems, to enrich the culture to undertake and complete the traditional models of "authority" and "agreement."

Distributive bargaining

Is one in which negotiators show a weak cooperation and even, in extreme cases, it does not exist. Emphasis is rather a personal gain, even at the expense of common conflicting objectives. It is exactly this kind of negotiation in which the powers vested in the parties come into play to tie the position of the negotiators. The games "a zero-sum distributive frequently have been called, because the solution is the zero-sum allocation of resources at stake. What one side wins, the other loses.

It should be noted that, however, the classification of negotiations integrative or distributive orientation is more of an educational nature, since in reality, most negotiations are rather "mixed." As a mixture, therefore, likely to evolve between integrative and distributive characteristics.