Difference Between Distributive Negotiation and Integrative Negotiation - Deepstash

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Difference Between Distributive Negotiation and Integrative Negotiation

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Difference Between Distributive Negotiation and Integrative Negotiation
Negotiation is described as the two-way communication through which one can get what he/she want from others. It is a process in which two parties seek to resolve their conflicts, by modifying their demands, to reach a mutually acceptable solution. The two common types of negotiation are distributive negotiation and integrative negotiation.

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Distributive Negotiation

Refers to a competitive negotiation strategy which is used when the parties seek to distribute a fixed resource such as money, assets, etc. between themselves. 

It is also known as zero-sum, or win-lose negotiation, in the sense that the parties to negotiation try to claim the maximum share for themselves and due to which when one party wins or reaches its goals and the other one loses.

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Integrative Negotiation

It implies a collaborative negotiation strategy, in which parties seek a win-win solution to settle the conflict.

In this process, the parties aims and goals are likely to be integrated in such a way that creates a combined value for both the parties and thus results in enlarging the pie. It stresses on reaching a mutually beneficial and acceptable outcome, keeping in mind the interest, needs, concerns, and preferences of the parties concerned.

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SIMILAR ARTICLES & IDEAS:

Types of Negotiators

  • Integrative negotiators: create value between negotiating counterparts.
  • Distributive negotiators: maximize their claim to value in the negotiation at hand.
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Police Negotiation Techniques

They aim to reconcile a counterpart’s problems with the need to maintain the peace for society at large.

Using active-listening techniques, maintaining an open-minded approach, and building rapport to influence one’s counterpart are some of the skills used to resolve conflict and this skills can also be used on other kinds of negotiation.

7 Essential Crisis Negotiation Skills Of a NYPD Negotiator

  • Communication: Opening communication avenues to your counterpart signals you are ready to listen and builds rapport between you.
  • Patience: Allowing your counterpart to air concerns and not jumping to conclusions or rushing towards a resolution also builds rapport.
  • Active Listening: An affective skill that helps to maintain an open dialogue and build trust between counterparts also doubling as information gathering.
  • Respect: Makes your counterpart feel understood and that their concerns are being heard and addressed.
  • Calm: its display helps the counterpart feel there is an alternative way to taking harsh measures.
  • Self-Awareness: It's establishing a relationship with the counterpart while keeping communications strategic and purposeful.
  • Adaptability: Is to adapt and respond to changing circumstances in a way that further negotiation goals.

BATNA

Refers to your “best alternative to a negotiated agreement,” or the best outcome you can expect if you fail to reach agreement at the bargaining table with your counterpart. 

An e...

Negotiate the process

Carefully negotiate how you will negotiate in advance. Discussing procedural issues will clear the way for much more focused talks.

Don’t assume you’re all on the same page when it comes to determining when to meet, who should be present, what your agenda will be, and so on. 

Building rapport

You and your counterpart may be more collaborative and likely to reach an agreement if you spend even just a few minutes trying to get to know each other.

 If you’re negotiating over email, even a brief introductory phone call may make a difference. This is one of the most valuable negotiation skills to master.

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Basic negotiation skills

  • Asking good question: Good negotiators seem to ask a lot of questions and are very concerned about understanding exactly what it is you are trying to achieve from the negotiation.