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Types of Agreements in Negotiation

Written by on 10 de agosto de 2023

In any negotiation, it is important to have a clear understanding of the types of agreements that can be made. Knowing these types of agreements can help you navigate the negotiation process and reach a mutually beneficial outcome. In this article, we will explore the three main types of agreements in negotiation.

1. Win-Lose Agreements

A win-lose agreement is one in which one party comes out on top, while the other party loses. This type of agreement is often seen as a zero-sum game, with one party gaining at the expense of the other.

Win-lose agreements can be useful in certain situations, such as when one party has more bargaining power, but they can also result in bitterness and resentment between the parties. It is important to approach win-lose agreements with caution and to seek a compromise that benefits both parties.

2. Compromise Agreements

A compromise agreement is one in which both parties give up something in order to reach a mutually acceptable outcome. This type of agreement is often seen as a win-win situation, as both parties get something out of the negotiation.

Compromise agreements are often the best approach in negotiation, as they allow both parties to get something they want while avoiding the bitterness that can come with a win-lose agreement. It is important to be willing to make concessions in order to achieve a compromise agreement.

3. Integrative Agreements

An integrative agreement is one in which both parties work together to create a solution that is greater than the sum of its parts. This type of agreement focuses on finding common ground and creating a win-win situation for both parties.

Integrative agreements can be challenging to achieve, as they require a high level of trust and communication between the parties. However, when successful, they can result in a strong and lasting relationship between the parties.


In conclusion, there are three main types of agreements in negotiation: win-lose, compromise, and integrative. Each type of agreement has its own advantages and disadvantages, and it is important to choose the type of agreement that best fits the situation.

In most cases, a compromise agreement is the best approach, as it allows both parties to get something they want while avoiding bitterness and resentment. However, in certain situations, a win-lose or integrative agreement may be the best approach.

Regardless of the type of agreement you choose, it is important to approach the negotiation process with a willingness to listen and to find common ground. By doing so, you can come to an agreement that benefits both parties.

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