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The Impact of Style

The Impact of Style

Understand the five main negotiation styles and the impact they have on how you and your counterpart approach the negotiation.


As we saw in the lesson Lawyers and Negotiation, many lawyers forget that there’s more than one type of negotiation. If the parties never plan to see or hear from each other again, or they simply don’t care about the relationship, a distributive negotiation may be appropriate. But if a good relationship post-negotiation is important to the parties, as is the case in most business negotiations, an integrative negotiation will achieve a better and longer-lasting result.

It’s not enough,...