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Actually, I have not enough experience negotiation knowledge, but I think it is Defensive, since in business world you need to be more diplomatic in order to build your castle.
I think negotiations is a game. Two teams competing for a prize in business. The style or nature of discussions may vary as will the number and type of people involved. Like any competition there are scores (goals and tries), these are only affected by offensive moves. Defensive moves are designed to protect the prize. If applied to negotiations your offensive moves will achieve goals your defensive moves will protect it. All this being done in an environment of calm and respect. And that is the challenge.
Negotiations is a chess game. Would you rather be defensive or offensive in that ?. The way you would think of it is totally different. You need to protect your self first and gain second so you would use any of the tactics that you can to achieve that.
among both defensive is more fruitfull to proceed furter interms of successful negotiations.
Negotiation is about Strategy.
Depend on field, situation, position you will be able to approach, engage or negotiate with different perspective. first of all, check your cards, your possible moves, think as the opposite, check your position. pros and cons, take your desition and strengh your weak areas, Then ACT!!
Always be of the offensive in negoiation by making offers that will lead achieving company desired targets this will facilitate the customer to give more interest in the deal there by will be ready in riching a conclusive agreement.
Defensive is more fruitful because that is more necessary to survive in an organisation
One should enter a negotiation with a clear & open mind, a good understanding of what needs to be achieved for both the buyer and seller. Must be able to reach a win-win situation, and therefore a combination of the two is good to adopt in a negotiation to achieve common goals.
Practically offensive is fruitful but the best is Persuasion
In negotiation you have to be offensive in a persuasive or diplomatic way and defensive at the same time to protect your interest in the negotiation.
