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3. LOSE-LOSE

Lose-Lose negotiations involve a situation in which everyone is going
to lose. Lawsuits are often lose-lose. Let's say you leave your jacket at
a restaurant coat-check and they lose it. Your negotiations for
compensation with the restaurant's manager are lose-lose. Your not
likely to get more money than the coat was worth. The restaurant also
loses. Lose-lose negotiations can quickly turn bitter and adversarial.
Despite the fact that both parties will lose it's important to try to
maintain a collaborative approach.

4. ADVERSARIAL NEGOTIATIONS

Adversarial negotiations are highly competitive in nature. Win-lose
and lose-lose negotiations are most likely to be adversarial. Nobody
wants to lose, this tends to drive intense competition. In some cases,
win-win negotiations are also adversarial. For example, high stakes
business-to-business sales negotiations often become adversarial
(customer vs seller). In extreme cases, negotiations are adversarial
because the parties involved intensely dislike each other. In such
cases, negotiators may not be interested in winning. Instead, they may
seek to maximize the losses of the other party. Negotiations between
political rivals may turn destructive in this way. Adversarial
negotiations require battle strategies.

5. COLLABORATIVE NEGOTIATIONS

Collaborative negotiations are creative and friendly. For example,
business partnership negotiations are often collaborative. Win-win
negotiations that are expected to yield big wins tend to be
collaborative. Collaborative negotiations rely on persuasive
techniques, optimism and creativity.

6. MULTI-PARTY NEGOTIATIONS

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