Behavioural Negotiation

Behavioural negotiation is a process in which two or more people interact to reach an agreement on the exchange of goods, services, or resources. The process is characterized by a series of behaviours that are designed to influence the outcome of the negotiation.

The most important aspect of behavioural negotiation is the ability to identify and understand the other party’s objectives. This information can be used to develop strategies and tactics that will increase the chances of reaching a favourable agreement.

There are a number of different behaviour patterns that can be used in behavioural negotiation. The most common are:

– Threats: making it clear that unless an agreement is reached, something negative will happen.

– Promises: offering something positive in exchange for reaching an agreement.

– Concessions: giving up something in order to reach an agreement.