What are the two main types of negotiation?

What are the two main types of negotiation?

• A. Verbal and written
• B. Coercive and collaborative
• C. Mutual and one-sided
• D. Position Based and Interest Based

Answer: (D)

Two main ways people approach negotiation are about what you focus on: positions or interests. Position-based negotiation centers on the explicit demands or positions each side states and tries to win the largest share of a fixed resource, often leading to a win-lose mindset. Interest-based negotiation shifts the focus to underlying needs, goals, and concerns, seeking options that satisfy both sides and, if possible, create additional value through collaboration. Position Based and Interest Based capture that exact distinction, so they best describe the two primary framings of negotiation. The other pairings describe modes of communication (verbal vs. written), styles or tactics (coercive vs. collaborative), or outcomes (mutual vs. one-sided) rather than the fundamental way negotiators frame the problem. For example, interest-based approaches encourage exploring why each side wants something and generating options that meet those needs, rather than just bargaining over stated demands.

Two main ways people approach negotiation are about what you focus on: positions or interests. Position-based negotiation centers on the explicit demands or positions each side states and tries to win the largest share of a fixed resource, often leading to a win-lose mindset. Interest-based negotiation shifts the focus to underlying needs, goals, and concerns, seeking options that satisfy both sides and, if possible, create additional value through collaboration.

Position Based and Interest Based capture that exact distinction, so they best describe the two primary framings of negotiation. The other pairings describe modes of communication (verbal vs. written), styles or tactics (coercive vs. collaborative), or outcomes (mutual vs. one-sided) rather than the fundamental way negotiators frame the problem. For example, interest-based approaches encourage exploring why each side wants something and generating options that meet those needs, rather than just bargaining over stated demands.