Definitions of Negociation Strategy and Style

STRATEGIES

Distributive Negotiation -      Claiming all the profit or the maximum share for oneself - winning it all
Integrative Negotiation-       Creating value (expanding the pie) and finding solutions that best meets the needs of all or most parties - especially over time
Mixed-Motive Negotiation - Expanding the pie and meeting the needs of all or most parties as much as possible and then claiming an appropriate share - or while claiming an appropriate share



STYLE TYPOLOGY

Competitive Style - To try to gain all there is to gain 

Accommodative Style -  To be willing to yield all there is to yield
Avoiding Style - To try to stay out of negotiation
Compromising Style - To try to split the difference or find an intermediate point according to some principle
Collaborative Style - To try to find the maximum possible gain for both parties - by careful exploration of the interests of all the parties - and often by enlarging the pie.