The negotiation styles vary because they depend on the situations and the people that are involved in the process. Considering the scenario where I am a lead contract negotiator of a small company that specializes in small GPS guided guidance equipment that can be used in most vehicles, my team should use the competitive and collaborative approach. But considering the productivity my team should focus on the collaborative instead of the competitive approach, because collaboration give rise to positive results (Paulus & Nijstad, 2003). My negotiation team should be assertive and respect the other party as the party also has goals and ...
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