Project Management for Professionals

This Project Management for Professionals course will ensure that your skills are taken to the next level. Learn how to negotiate like a pro, be the most productive manager that you can be, and gain the confidence to make successful decisions for you and your team. 

Recognise the basic types of negotiation

This form of negotiation would require a higher degree of trust and the forming of a relationship

Wikipedia describes negotiation as “a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. This beneficial outcome can be for all of the parties involved, or just for one or some of them.”

Negotiations can take many different forms, however negotiation theorists generally distinguish between two main types of negotiation:

Integrative negotiation – also known as interest based, merit based, or principled negotiation. Techniques can include active listening, discussing each other’s perceptions, face saving, and speaking for a purpose. These techniques will be covered in more detail further on in the notes.

Distributive negotiation – can also be called positional negotiation, win-lose negotiation, or hard-bargaining. One parties gain is generally at the expense of the other, meaning that one person’s gain results in another person’s loss. An example of distributive negotiation is haggling prices on an open market.

Integrated negotiation is a strategic approach to influence that maximizes value in any single negotiation through the astute linking and sequencing of other negotiations and decisions related to one's operating activities.

When a party pretends to negotiate, but secretly has no intention of compromising, the party is considered negotiating in bad faith. Bad faith is a concept in negotiation theory whereby parties pretend to reason to reach settlement, but have no intention to do so, for example, one political party may pretend to negotiate, with no intention to compromise, for political effect.

  • Distributive negotiation
  • Integrative negotiation
  • Integrated negotiation
  • Bad faith