Mediation and Negotiation
Negotiation Definition: Confer in order to reach an agreement. -Illustrated Oxford Dictionary, 2007 To discuss a matter with a view to settlement or compromise. -Shorter Oxford Dictionary, 1977 The main styles of negotiation i) Competitive ii) Co-operative iii) Problem solving Competitive style It is also called adversarial or zero sum style . The court room litigation model dominates in this version of negotiation, where zero sum is defined as a situation where the total winnings for one party minus the total losses for the other party equal zero: thus what one party gains another must lose in a situation where resources are essentially limited and must be divided between parties. The competitive negotiator makes concessions reluctantly because they may ‘weaken his position’ through position loss or image loss. He tends to make high initial demands, few concessions and have a generally high level of aspiration for his client. The competitive strateg...