What is competitive and collaborative negotiation?

Negotiation is defined as the communication process where two or more parties with different interests intervene and in order to provide benefits. There are different types of negotiations such as competitive and collaborative negotiation, each one has its own style and its way of proceeding in it.

The negotiation has the objective of settling the differences between the parties involved and of facilitating positions that give advantages to the interests of each of the parties. It is a situation that occurs both in business actions and in everyday situations, which means that negotiating allows people to meet their objectives and interests.

There are different types of negotiation that can be used to carry out different businesses or reach certain agreements. This article will explain what is competitive and collaborative negotiation, each one has its own adaptation, principle, value and technique in the actions of the negotiators.

What is competitive negotiation?

The competitive negotiation looks for a way to achieve the objectives regardless of the relationship he has with his opponent, even if he performs work in a individual or group, it is based on achieving the objectives at all costs without caring whether to win or lose and without ceasing to fight to achieve what What does he want.

It is a type of aggressive negotiation, which seeks to obtain most of the benefits within the agreements. In this sense, he gives less importance to his relationship with the opponent, since he focuses more on achieving For the best results, your best interest is to seek victory as a negotiator and lose your opponent.

There are different situations that recommend this type of technique, such as if the procedure is performed only once. negotiation, it is not necessary to take care of the relationship with the other party or in case the only interest is to obtain benefits and the price.

Characteristics of competitive negotiation

Within this type of negotiation the following characteristics can be highlighted:

• It is carried out when the objectives of the two parties become incompatible with each other, since the only thing that the participants seek to achieve is the maximum benefit.
• Mostly its sole purpose is to conduct an economic negotiation.
• The procedure is carried out aggressively and in full competition, but always respecting the other parties.
• It is a one-time negotiation and you have no interest in maintaining a long-term relationship.
• In general, one of the parties shows more aggressiveness than the other in the negotiation.

What is collaborative negotiation?

The collaborative negotiation, is carried out by focusing on the principles and interests without caring about being the conflictive protagonist, since its intention is to seek possible solutions that are based on cooperation, teamwork and tolerance, this with the intention of achieving the objectives and benefits among the participants that are linked to the conflict.

This type of negotiation is also known as integrative or cooperative. In it, both parties win, due to their assertive behavior that has the purpose of reaching agreements that lead to the related benefit. with the agreements reached and the negotiation, which means that the relationship between the parties is a fundamental factor in the development of the process.

It is an appropriate technique to carry out business in companies and avoid conflicts, in the same way it can be used to improve the relationship between the participants, thus achieving favorable results, while both parties have the same objectives and goals.

Collaborative negotiation characteristics

The most important characteristics of this type of negotiation are:

• Not only does he seek to maintain an optimal relationship, he also seeks to obtain good results.
• Mostly both parts have the same purpose.
• Show cooperation to maximize efficiency.
• It is used especially for conducting negotiations in companies internally.

What are the evaluation criteria of the negotiations based on?

The evaluation of criteria within the trading methods, allow you to determine what is the best way to carry out a business. Some of those criteria are:

• They are totally effective: Within the negotiation methods, agreements can be reached, without excessive consumption of resources and with the least dedication of time.
• They achieve the objectives: It is a method that seeks the way to reach satisfactory negotiation agreements.
• Maintains good relationships: His way of developing, improves and maintains good relations between negotiators and opponents.

The strategies of the competitive and collaborative negotiation, is related to the decisions of the negotiators in order to achieve the objective they want to achieve through corresponding resources and suitable techniques that will be used in the development of the negotiation.