Description: Distributive bargaining is also known as zero-sum negotiations because the assets or the resources which need to be distributed are fixed.
What is another name for integrative bargaining?
Integrative bargaining (also called “ interest-based bargaining,” “win-win bargaining” ) is a negotiation strategy in which parties collaborate to find a “win-win” solution to their dispute. This strategy focuses on developing mutually beneficial agreements based on the interests of the disputants.
What is the other name for distributive approach to negotiation?
Distributive bargaining, also called “claiming value,” “zero-sum,” or “win-lose” bargaining , is a competitive negotiation strategy that is used to decide how to distribute a fixed resource, such as money.
What is the difference between distributive and integrative bargaining?
Distributive bargaining, according to the University of Colorado Boulder, is the approach to bargaining (or negotiation) that is used when the parties are trying to divide something up or distribute something. It contrasts with integrative bargaining in which the parties are trying to make more of something .
What is the distributive bargaining approach to negotiation?
Definition: Distributive Bargaining is a competitive approach that promotes win-lose situations where one party attempts to gain the maximum amount possible of the existing resources by using whatever power available to subdue the other side into agreement (known as “power over” versus a situation where you share power ...
What is distributive negotiation example?
Definition: Distributive bargaining is a competitive bargaining strategy in which one party gains only if the other party loses something. ... For example, if you go to the supermarket and buy some products, you won’t be able to bargain because they have a fixed price . Either you can buy the product or leave it.
What are the 3 types of negotiation?
There’s three basic styles – three basic default types to negotiation, and each has an advantage. Ultimately the best negotiator incorporates the best of all three. Assertive (aggressive), Accommodator (relationship oriented) and Analyst (conflict avoidant) are the types. The Assertive is “win” oriented.
What’s the best example of integrative bargaining?
The classic example involves two teenagers and an orange . If there’s only one orange in the refrigerator and both teenagers demand it simultaneously, a distributive bargain might well involve each of them getting half of it.
What are the disadvantages of integrative bargaining?
Disadvantages of Integrative Bargaining
In some unfortunate situations, negotiators may have dishonest intentions and could seek to exploit the cooperative spirit of other negotiators in an attempt to exploit them .
Why is integrative negotiation difficult?
Integrative negotiation is difficult because you care about the relationship with the other person . Chances are you will continue to work with the other party in the future. ... To be successful in integrative negotiations you have to search for solutions that meet the goals and objectives of both sides.
Why is Integrative better than distributive?
Distributive Negotiation is a competitive strategy, whereas integrative negotiation uses a collaborative approach. ... In distributive negotiation, the parties self-interest and individual profit motivate the parties . Unlike, in integrative negotiation mutual interest and gain act as a motivation for the parties involved.
What are distributive issues?
Distributive issues are also known as fixed-pie issues , because they’re like a pie whose size is fixed (it can’t be made bigger or smaller) that two or more people have to split. These are the ones where there really is one thing that both parties want, and that thing has to be divided.
What are the two types of negotiations?
The two distinctive negotiation types are distributive negotiations and integrative negotiations . The Negotiation Experts’ sales course and purchasing negotiation training teach both methods. Both types are essential to negotiating successfully in business.
What are the advantages of distributive negotiation?
Because both parties are less likely to do business with each other in the future. Therefore, there is no fear of spoiling relationships. Therefore, both parties negotiate to get the best deal possible . In the end, one party gets the better end of the bargain.
What are the four strategies in distributive bargaining?
- Goal Strategies. ...
- Target Strategies. ...
- Reservation Strategies. ...
- Brinksmanship Strategies. ...
- Confusion Strategy.
What are the key elements of the distributive bargaining process?
- Focus on the Other Party’s BATNA and Reservation Value. ...
- Avoid Making Unilateral Concessions. ...
- Be Comfortable with Silence. ...
- Label Your Concessions. ...
- Make Contingent Concessions.
