Types of Negotiation

There are essentially two kinds of negotiation:

• A zero-sum negotiation, in which the parties compete over the distribution of the benefits of an agreement. This is also known as a "distributive" negotiation.
• An integrative or win-win negotiation, in which the parties cooperate to achieve maximum benefits by integrating their interests into an agreement. This is also known as an "integrative" negotiation.

Most, if not all, of your negotiations combine elements of both types: there will be some direct competition between the parties’ interests and goals, as well as some opportunities to integrate the parties’ interests and preferences. But for the purposes of understanding, let’s examine each type in its pure form right now.