CONTRASTING APPROACHES TO NEGOTIATION: COLLABORATIVE VS COMPETITIVE STRATEGIES

Mohd Fadzly Hj Miswan

Abstract


This article examines two contrasting negotiation approaches: collaborative (integrative) and competitive (distributive) strategies. Negotiation is vital in various domains such as business, politics, and personal relationships, where it facilitates conflict resolution and decision-making. The collaborative approach focuses on creating win-win outcomes by emphasizing shared interests, open communication, and creative problem-solving. It fosters long-term relationships and encourages innovation by integrating diverse perspectives. Conversely, the competitive approach aims to maximize individual gains at the expense of the other party, often leading to zero-sum outcomes. This strategy is characterized by fixed-sum games, competitive orientation, and limited information sharing. While it offers speed and simplicity, it may hinder creative solutions and lead to strained relationships. This essay critically analyses these approaches, exploring their principles, strategies, and potential outcomes through various examples. It highlights the importance of understanding negotiation contexts to choose the appropriate strategy, thereby enhancing the quality of agreements and reducing conflict. 


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References


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