FIVE

The Six Styles of Negotiating

THERE ARE SEVERAL different ways to negotiate, but you must be clear about the negotiation style you are using and the output or result that you are striving for.

Win-Lose Negotiating

The first style, called “win-lose negotiating,” is when party A gets what he wants and party B loses. This is the aim in Type I negotiating, as discussed in Chapter Three. It is the negotiating approach that is used in a single transaction, where you want to sell at the highest price or buy at the lowest price. Your focus in this type of negotiating is not making friends or establishing long-term relationships. It is simply to get the best deal possible. You do not particularly care if the other person is unhappy or dissatisfied ...

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