Types of Negotiation Strategies: Key Insights and Approaches

National Polytechnic Institute Higher School of Commerce and Administration Tepepan Unit International Negotiation Strategies Unit: Negotiation Activity: Types of negotiation Advisor professor: Dra. Karla Italia García Ortega Student: David Villegas Hernández

Distributed Negotiation -Play your cards close to your chest - Give little or no information to the other side. The less they know about our interests as to why we want to make the purchase, our preferences, or the point at which we'd decline to deal, the better our position. Expressing eagerness or need reveals a weakness which could be exploited to our disadvantage. -The opposite is equally true - Try to pry as much information from the other side. Any additional information that we uncover can be used as leverage to negotiate a better deal. -The only thing you should ever tell - The only information we should ever reveal are those alternative options, such as other sellers, which shows we are prepared to walk from the negotiation whenever it suits us.  Write the main ideas of this types of negotiation

Integrative Negotiation -“Multiple Issues - Integrative negotiations usually entails a multitude of issues to be negotiated, unlike distributive negotiations which generally revolve around the price, or a single issue. In integrative negotiations, each side wants to get something of value while trading something which has a lesser value. -Sharing - To fully understand each other's situation, both parties must realistically share as much information as they can to understand the other’s interests. You can't solve a problem without knowing the parameters. Cooperation is essential. -Problem Solving - Find solutions to each other's problems. If you can offer something of lesser value which gives your counterpart something which they need, and this, results in you realising your objective, then you have integrated your problems into a positive solution.

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Referral sources Aula Polivirtual, (s.f.), Negotiation Process, National Polytechnic Institute , December 2023, Web site: https://www.nsyp.aulapolivirtual.ipn.mx/pluginfile.php/23983/ mod_scorm/content/127/recursos/ Rec1_U2_NegotiationProcess.pdf

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