Integrative versus Distributive Bargaining Negotiation Strategies.

Thi research paper explains the two most common negotiation strategies, integrative and distributive bargaining. It discusses the key differences between these two approaches to negotiation and provides examples of when each strategy might be used.

Integrative bargaining is a negotiation strategy that seeks to create value for both parties by finding creative solutions that satisfy the interests of both sides. This approach is often used in business negotiations, where the goal is to reach an agreement that is beneficial for both companies. In contrast, distributive bargaining is a negotiation strategy that focuses on distributing the resources in a way that benefits one party more than the other. This approach is often used in situations where there are limited resources and the parties are competing for them.

Examples of when integrative bargaining might be used include: negotiating the price of a product or service, negotiating the terms of a contract, and resolving a dispute. Examples of when distributive bargaining might be used include: negotiating the distribution of resources in a divorce settlement, allocating funds between different departments in an organization, and deciding how to divide up a limited amount of money.

Integrative bargaining is often seen as a more cooperative approach to negotiation, while distributive bargaining is often seen as a more adversarial approach. However, both approaches can be useful in different situations. It is important to choose the right negotiation strategy for the specific situation at hand.

Distributive bargaining is a negotiation strategy that focuses on distributing the resources in a way that benefits one party more than the other. This approach is often used in situations where there are limited resources and the parties are competing for them.

Some examples of when distributive bargaining might be used include: negotiating the distribution of resources in a divorce settlement, allocating funds between different departments in an organization, and deciding how to divide up a limited amount of money.

Distributive bargaining is often seen as a more adversarial approach to negotiation, but it can be useful in certain situations. When both parties have something to gain from the negotiation, integrative bargaining is often the better strategy. However, if one party has more to gain than the other, then distributive bargaining might be the better approach. It is important to choose the right negotiation strategy for the specific situation at hand.