Positional Negotiation

Positional negotiation is a strategy where parties involved in a negotiation focus on their specific positions or demands, often leading to compromise or compromise-based solutions. Each side presents its desired outcome, such as price or terms, and bargaining occurs around these fixed positions. This approach can create a competitive atmosphere, sometimes hindering collaboration and mutual understanding. While it can lead to quick agreements, it may not address underlying interests, ultimately resulting in less satisfactory outcomes for both parties. Effective negotiation often involves understanding not just the positions but also the interests behind them.