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Difference Between Distributive Negotiation and Integrative Negotiation

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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Difference Between Distributive Negotiation and Integrative Negotiation

Difference Between Distributive Negotiation and Integrative Negotiation

https://keydifferences.com/difference-between-distributive-and-integrative-negotiation.html

keydifferences.com

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Key Ideas

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.

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:

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.

Accommodating
It entails giving the opposing side what it wants. 

The use of accommodation often occurs when one of the parties wishes to keep the peace or perceives the issue as minor. Employees who ...

Avoiding

This strategy seeks to put off conflict indefinitely. By delaying or ignoring the conflict, the avoider hopes the problem resolves itself without a confrontation.

Those who actively avoid conflict frequently have low esteem or hold a position of low power.

Collaborating

Collaboration works by integrating ideas set out by multiple people. The object is to find a creative solution acceptable to everyone. 

Collaboration, though useful, calls for a significant time commitment not appropriate to all conflicts. 

2 more ideas

4 basic negotiation styles

...depending on different social motives:

  • Individualists seek to maximize their own outcomes with little regard for their counterparts’ outcomes. .
  • Cooperators stri...