The document discusses different negotiation strategies and styles. It identifies four main styles: cooperative-compromising, cooperative-win win, competitive-cooperative, and competitive-adversarial. The cooperative-compromising style involves finding a middle ground and shared solutions. The cooperative-win win style aims to maximize value for both parties through problem-solving. The competitive-cooperative style is common in Asia and involves remaining calm and insisting on reciprocity. The competitive-adversarial style believes conflicts are necessary and uses pressure tactics.