2 3 1
Positional negotiation and negotiation based on rules
Rivalry style
Cooperative style
Rivalry style
Flexible style
Positional negotiation Sides are enemies The aim is to win
Demand concessions as a condition for maintaining contacts Be tough to people and problems Do not trust the others Hołd on tight to your position Use threats
Hide your finał limit of the acceptance Demand concessions as a condition for the negotiation
Find one solution beneficial only for you Insist on accepting your position Try to reach your far-reaching proposals Try to put pressure
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