Difference Between Distributive Negotiation and Integrative Negotiation - Deepstash

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Difference Between Distributive Negotiation and Integrative Negotiation

keydifferences.com

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 maximu...

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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 enlargin...

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