Explain different types of Negotiation Strategies .

The intentions of the negotiator determine his choice of conflict resolution strategies.
The strategy adopted has a tremendous impact on the outcome of conflict.Depending
on the level of concern the negotiator has for ones own outcomes and for the outcomes
of others, the negotiator may adopt one of the following five strategies:

1. Compromising: This strategy aims at finding a middle ground. Often the person
gives away something in exchange for something else. A person using this strategy has
a moderate degree of concern for ones own interests and the interests of others. There
is no clear outcome when this strategy is used.The negotiator in this type is interested in
findingout some sort of solutions.The negotiator ,as described by pepperdin institute is
somewhere between assertive and cooperative.He equally values the issues,justice and
his own interests on par with with the relationship,placing importance on mercy and
response to others interests.

2. Competetive/ Forcing: This is an aggressive and dominating strategy aimed at

achieving ones personal goals at the expense of others. This style of conflict resolution
reflects a high concern with ones own interests but low concern with the interests of
others.

3.
Avoiding: In this strategy the negotiator has little concern for ones outcomes as
well as those of others. The negotiator looses his claim for the value but prefers to
retain the relationship,placing high importance on mercy and response to others
interests .This often results in a lose-lose outcome.

4. Accomodative/ Smoothing: In this strategy the negotiator is more concerned with

others outcomes than ones own outcomes. The participant does not mind giving the

other side whatever they want. The negotiator deliberately seeks a solution that is
beneficial to the other side even though it may not be in his best interests.

5. Colloborative/ Confronting: In this strategy the negotiator participant faces the

conflict head-on and aims at a solution that is mutually satisfactory. The negotiator
strives to find a solution that is acceptable to both the parties. This strategy seeks to
maximize the outcomes for both the sides. This strategy is also known as problem
solving or integrating.
Of the five negotiation strategies mentioned above, the confronting strategy is viewed
as the best one. It is a strategy that really seeks a resolution to the conflict. The benefits
of the confronting approach are:
(a)

It is productive since both parties gain.

(b) It examines the cause of differences between the two parties and seeks a creative
solution of the problem.
(c)

It aims at a solution that integrates the interests of all concerned parties.

(d) It maintains the self-respect of both the parties and creates mutual respect
between them.
In contrast to the confronting strategy, the avoiding and smoothing strategies have the
following effects:
(1)

They are helpful in managing the conflict process.

(2)

They are useful in controlling the intensity of conflict and reduce its harmful effect.

(3)

The source of conflict continues to exist even after the conflict is over.