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What are the benefits of collaborative vs. competitive negotiation styles?

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Negotiation is a vital skill for life and work, especially for leaders who need to resolve conflicts and achieve win-win outcomes. However, not all negotiation styles are equally effective or appropriate for different situations. In this article, you will learn about the benefits of collaborative vs. competitive negotiation styles, and how to choose the best one for your goals and relationships.

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Jill Hayman

Mental Health Therapist and Executive Coach, Business Lawyer and Adjunct Professor of Law

1 What is collaborative negotiation?

Collaborative negotiation is a style that focuses on finding a mutually beneficial solution that satisfies the interests and needs of both parties. It involves building trust, sharing information, exploring options, and creating value. Collaborative negotiators are cooperative, respectful, and creative. They seek to understand the other party's perspective and emotions, and to address their concerns and expectations. Collaborative negotiation is ideal for situations where you want to maintain or improve a long-term relationship, or where you need to solve a complex or multi-faceted problem.

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Joseph McGuire - Face Facts

Facial Analysis Expert| Human Lie Detector IExecutive Interview Skills Mentoring| Global Communication Skills Training | Keynote Speaker I Author
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Language can be deceptive. For some the idea of collaboration implies weakness. For me it implies adaptability, respect, empathy and an intention to create a strong and durable relationship, and a bigger picture - if possible. It doesn't mean bending over backwards to find agreement. It requires clear thinking, and emotional calm. It may also require saying no, but with a collaborative approach we can leave the door open for future deals.

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2 What is competitive negotiation?

Competitive negotiation is a style that focuses on maximizing your own gain at the expense of the other party. It involves using pressure, threats, deception, or manipulation to get what you want. Competitive negotiators are assertive, aggressive, and defensive. They seek to win the negotiation and to protect their position and interests. Competitive negotiation is suitable for situations where you have a clear advantage, or where you need to make a quick or one-time deal.

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Jill Hayman

Mental Health Therapist and Executive Coach, Business Lawyer and Adjunct Professor of Law
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Competitive negotiators may be as cooperative, respectful and creative as Collaborative negotiators, they are just seeking a different outcome. In fact, it is often more effective in maximizing gain to be courteous and understand the other party's perspective and emotions and to address their concerns and expectations. When negotiators are aggressive and defensive, they can trigger opposition that will decrease the ability of Competitive negotiator to maximize gain.

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3 What are the benefits of collaborative negotiation?

Collaborative negotiation offers numerous benefits for both personal and professional development, such as improving communication and listening skills, strengthening emotional intelligence and empathy, fostering creativity and problem-solving skills, enhancing relationships and trust with the other party, and ultimately increasing satisfaction and happiness. Through collaborative negotiation, you can learn to express your needs, understand the other party's needs, manage your emotions, relate to the other party's emotions, generate and evaluate multiple options and solutions, respect and appreciate their values and contributions, and achieve a win-win outcome that meets your needs and the other party's needs.

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4 What are the benefits of competitive negotiation?

Competitive negotiation has several advantages for certain situations and goals. It can help build confidence and assertiveness, as well as improve strategic and analytical skills. Additionally, it can save time and energy while also maximizing profit and value. Lastly, it can protect one's reputation and credibility by teaching them to defend their position and interests.

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Vanya L. Marinova, MD

Life coaching, Health writing
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In my opinion, competitive negotiation hides the risk of living under enormous stress and using your energy mainly to "watch your back" and be on alert which affects the mental ability to make effective decisions. It is a way of finding the opponent's weaknesses and using power. This kind of negotiation is unhealthy for both parties involved.

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5 How to choose the best negotiation style?

When choosing a negotiation style, you must consider the nature of the issue or problem, the relationship with the other party, the power balance between the parties, and the desired outcome of the negotiation. Factors such as whether it is a simple or complex issue, if it is urgent or long-term, and if it is based on authority or influence must be taken into account. Based on these factors, you can decide which style best suits your situation and goal. However, you should also remain flexible and be prepared to switch or combine styles depending on how the negotiation progresses.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Jill Hayman

Mental Health Therapist and Executive Coach, Business Lawyer and Adjunct Professor of Law
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Often the best outcome of a negotiation may be two equally unhappy parties. It is rare that a negotiation, even the most collaborative of negotiations, will result in two equally happy parties.

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What are the benefits of collaborative vs. competitive negotiation styles?

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1 What is collaborative negotiation?

2 What is competitive negotiation?

3 What are the benefits of collaborative negotiation?

4 What are the benefits of competitive negotiation?

5 How to choose the best negotiation style?

6 Here’s what else to consider

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What are the benefits of collaborative vs. competitive negotiation styles?

1

2

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4

5

6

1 What is collaborative negotiation?

2 What is competitive negotiation?

3 What are the benefits of collaborative negotiation?

4 What are the benefits of competitive negotiation?

5 How to choose the best negotiation style?

6 Here’s what else to consider

Life Coaching

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