Negotiation is an important form of conflict resolution. Negotiation has two primary types: distributive and integrative....

Negotiation is an important form of conflict resolution. Negotiation has two primary types: distributive and integrative. Discuss the difference between the two types and best practices for creating desirable, negotiated outcomes.

Expert Solution

Distributive negotiation	Integrative negotiation
Distributive negotiation ends up in a win-lose situation where some parties stand at an advantage and the others lose out.	Integrative negotiation creates a win-win situation for all the parties
It is competitive in nature and requires that every party views every other party as a competiton.	It is collaborative in nature and all the parties negotiate on friendly terms, acting as allies to one another.

The integrative strategy is more beneficial than the distributive one as this involves a joint initiative that will prove beneficial to all the negotiating parties. The negotiators do not build up on how much they will receive; rather all efforts are directed at increasing the total payoff through mutual cooperation. Since this negotiation strategy is based on common interests and joint efforts of all the parties involved in the negotiation, each party perceives the others as friends and collaborators.

Hayet Jeridi answered 1 year ago

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