extrait du livre de G.SCHELL :Five strategies and negotiation styles :

De G. Richard Shell

Five strategies and negotiation styles :

1. avoiding a negotiation

Many important negotiations are marked by one are marked by one side or the other studiously avoiding coming to the table.

2. Compromise      solution

Each person agrees to share the gains equally between them. Compromise is a simple, fair, far strategy that resolves many negotiations amicably.

A simple compromise does not solve the problem. An additional strategy is needed.

3. Accommodation

You could simply get up and run behind your opposite’s chair. If you do this in response to your partner’s offer to split the money, you can referto that promise as a bargaining standard in any subsequent negotiation over the money.

4. The competitive    strategy

de Florence GLADEL

Avocat au Barreau de PARIS

Responsable pédagogique de l'EC "droit et négociation" à CENTRALE EXECUTIVE EDUCATION