The distributive or integrative orientation and the Harvard method, the reasoned negotiation.
“The most difficult thing in any negotiation, almost, is making sure that you strip it of the emotion and deal with the facts.”
Howard Baker
Distributive negotiation
The “Win-Loss” Value Claiming = The Hard Style
These are typical negotiations : situations in which the stakes are fixed in advance and one of the parties wins what the other loses.
Distributive negotiation is most often used in the business world where economic issues are at stake. Behavioral patterns suitable for this type of negotiation include: cautious communication, distrust, threat, and pretense.
To sum up, distributive negotiation assumes that the parties are engaged in an intense conflict.
Negotiating the hard way is especially painful in relationships. The counterpart is more of an adversary and considered an enemy. The primary goal is to win at the expense of all common sense. In this style of negotiation, everything is based on the requirement without any concession in return.
Integrative negotiation
The Value-Creating Negotiation “Win-Win” = The Soft Style
This type of negotiation corresponds to the zone of consensus. It implies a desire for compensation on both sides. It is this type of strategy that should be favored, a priori, to take into account the mutual interests of the parties.
It is characterized by a reasoned, constructive negotiation, where the balance of power is equalized. Each partner makes concessions to reach a balanced agreement. Trust, the search for alternative solutions, listening and understanding are essential here.
In the soft style, the other party is treated as a friend instead of an enemy. Here, the emphasis will be on finding an agreement rather than a victory.
The soft negotiator proceeds by making offers and concessions. He shows his confidence in the other party, tries to be friendly, and is ready to give in if it seems to be the only solution to avoid a confrontation.
The gentle negotiator focuses his interest on his relationship with his vis-à-vis. This method is widely used because it gives quick results.
Certainly, if both parties show generosity and open-mindedness, there is every chance of reaching an agreement. Even if there is no guarantee that this type of soft negotiation is judicious and prudent.
The reasoned negotiation. Harvard
This style of negotiation form the intersection between the needs of all stakeholders, as the common goal is to choose together the solution that best benefits all parties. The partners focus on finding common interests in order to find a rational agreement based on objective criteria.
Reasoned negotiation is based on four principles:
- Deal separately with questions of people (the relational dimensions) and the issue of the discussions (the problem).
- Focus on the interests at stake and not on the positions (the primary demands).
- Collectively explore several possible solutions.
- Seek an agreement based on objective and verifiable criteria.
In the long term, negotiation based on the win-win relationship is preferred. This often places the transaction in the context of reasoned negotiation, the objective of which is to reach an agreement based on the interests of both parties.
Reasoned negotiation, systematized by a team of Harvard professors, is an alternative to current commercial negotiation practices. It promotes the transparency of its method and it aims to respect the dignity of people and to find a balanced agreement that allows the partners to pursue their relations over the long term.
“Negotiation is not a policy. It’s a technique. It’s something you use when it’s to your advantage, and something that you don’t use when it’s not to your advantage.”
John Bolton
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