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.
Why is integrative negotiation better?
Why is Integrative Bargaining Important? Integrative bargaining is important because it usually produces more satisfactory outcomes for the parties involved than does positional bargaining . Positional bargaining is based on fixed, opposing viewpoints (positions) and tends to result in compromise or no agreement at all.
What makes integrative negotiation different?
Integrative negotiation. In contrast to the distributive negotiation strategy, the integrative negotiation strategy involves a mutually beneficial approach to negotiations , looking for results that are agreeable for all the negotiating parties. This kind of negotiation seeks to create value, rather than claim it.
Which best defines integrative negotiation?
Integrative negotiation is often referred to as “ win-win ” and typically entails two or more issues to be negotiated. It often involves an agreement process that better integrates the aims and goals of all the involved negotiation participants through creative and collaborative problem-solving.
What makes a negotiation Integrative?
In integrative negotiation, more than one issue is available to be negotiated. Whenever multiple issues are present—such as salary, benefits, and start date, in the case of a job negotiation—negotiators have the potential to make tradeoffs across issues and create value .
What is an example of integrative bargaining?
Example: 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. ... The integrative bargain is obviously better for both.
Is integrative or distributive bargaining better?
Integrative bargaining tends to be more cooperative, and distributive bargaining more competitive . This paper will argue that Integrative bargaining produces more satisfactory outcomes for the parties involved than does positional bargaining.
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. ... If you can identify additional issues and share this information in the negotiation, there is a possibility that mutual agreement can be reached.
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 .
What are the four major steps in the integrative negotiation process?
There are four major steps in the integrative negotiation process: (1) identify and define the problem, (2) understand the problem and bring interests and needs to the surface , (3) gen- erate alternative solutions to the problem, and (4) evaluate those alternatives and select among them.
What are the main features of integrative negotiation?
- Common, Shared, & Joint Objectives or Goals. ...
- Confidence in Problem-solving Ability. ...
- Openness to Alternative Perspectives. ...
- Motivation and Commitment to Work Together. ...
- Trust. ...
- Clear and Accurate Communications.
What is the correct order of the integrative negotiation steps?
- Step 1: Identify and define the interests in conflict. ...
- Step 2: Assess your BATNA with regard to the alternative interests. ...
- Step 3: Determine your reservation point, but do not reveal it. ...
- Step 4: Determine your target point (be realistic, but optimistic).
What are the successful traits of an integrative negotiator?
A successful integrative negotiator models the following traits: Honesty and integrity . Interest-based negotiating requires a certain level of trust between the parties. Actions that demonstrate interest in all players’ concerns will help establish a trusting environment.
What is the most important part of the negotiation process?
The first, and often the most important step toward successful negotiation is planning and preparation . According to Thompson (2009), about 80% of negotiators’ efforts should go toward the preparation stage. However, planning and preparation go beyond what negotiators should do before negotiation.
What makes a good negotiation strategy?
Give & Take. When a person gives something up or concedes on part of a negotiation, always make sure to get something in return. Otherwise, you’re conditioning the other party to ask for more while reducing your position and value. Maintaining a balance will establish that both parties are equal.
What is Integrative conflict resolution?
Integrative bargaining is an approach which concentrates on finding a win-win situation for both parties involved in the conflict . Individuals utilize the skills of negotiation daily in an organizational environment.
