Question

a). What is the difference between “distributive negotiation” and integrative negotiation”?

(b). Compare and contrast the differences between “sharing” and “problem-solving” in instances of negotiation processes.

Answer 1

Answer a)

What is negotiation?

Negotiation is a process between two or more parties to reach an outcome over an issue, optimising their individual utilities.

Difference between two Distributive negotiation & Integrative Negotiation

Particulars	Distributive Negotiation	Integrative Negotiation
Definition	It is a bargaining strategy in which one party gains only if the other party loses something.	It is a negotiation strategy in which involved parties work together to find optimum solution, so that it satisfy needs & concern of each.
Approach	Competitive approach is followed.	Collaborative approach is followed.
Orientation	Based on win-lose.	Based on win-win.
Relationship	Here negotiation is carried out more as an one time transaction, not keeping in mind any kind of long term relationship.	These are future focused with long term relationship in mind.
Resources	Resources are limited.	Resources are in abundance.
Issue	At a time, only one issue is discussed.	Multiple issues are discussed at a time.
Motivation	Parties self interest motivate them.	Mutual Interest act as an motivation for the parties involved.