Introduction to Negotiation

Most of the time, you don’t get what you deserve, you get what you negotiate (Karass website)

Let me introduce myself:
I am Véronika Beaussant, a French expat specialized in Integrative Negotiation Solutions and Strategies. I settled in Eindhoven a few years ago. I began to study negotiation with a focus on win-win strategies. First, I fell in love with a book; then, I gradually developed my knowledge about this topic.

I want to contribute to this brilliant online newspaper because I think it is an excellent information tool for the English speaking community, catching up with the latest news in Noord-Brabant. Every other week, I am going to give you advise and tips about a topic that I am passionate about:


A bit of theory to start.
There are 2 main types of negotiation strategies:

– Distributive and Integrative negotiations –

Integrative or win-win negotiation is perfect for establishing long-term relationships or partnerships… dealing with people you see regularly, for instance.

Integrative negotiators assume the following:
– They don’t accept power in the relationships. This means neutrality is required at the beginning and later cooperation is devised carefully.

– The first contact in the negotiation process is neutral, trust is built thoroughly and slowly.

– The integrative negotiator tends to cooperate and not to take over.

– The integrative negotiator will try to honor all interests involved (from both parties).

Distributive negotiation is dedicated to a short-term vision, because compromises are made at the expense of the other party. You can use distributive negotiation when you want to buy a car or a device you need…

A distributive negotiator assumes the following:
– A limited resource amount will be split (i.e. distributed) between participants and there won’t be enough for either party to get what they want.

– This way of negotiating distributes unfairly instead of creating and adding value.

– I want this, you want this, we are going to try to obtain as much as possible at each other’s expense.

– There will be a winner and loser(s), which means one will obtain more than the other(s).

– Trickery and manipulation could be required to win.

– When all parties are strong negotiators, the best result will be a compromise.

Véronika Beaussant

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