What are the characteristics of distributive and integrative negotiation?
Distributive bargaining is often filled with conflict, because both parties maintain an intractable position in their attempt to lose less than the other side. Integrative bargaining is typically less fraught with tension, as both sides enter the negotiation with the willingness to compromise to achieve a consensus.
What are the characteristics of integrative bargaining?
What personal characteristics of negotiators facilitate a successful 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 difference between integrative and distributive bargaining?
Distributive Negotiation is the negotiation strategy in which fixed amount of resources are divided between the parties. Integrative Negotiation is a type of negotiation in which mutual problem solving technique is used to enlarge the assets, that are to be divided between parties.
What characteristics of distributive bargaining make haggling in a store effective?
The most effective bargainers in a distributive negotiation are often those who spent a lot of time preparing to negotiate….
- Focus on the Other Party’s BATNA and Reservation Value.
- Avoid Making Unilateral Concessions.
- Be Comfortable with Silence.
- Label Your Concessions.
- Make Contingent Concessions.
What characteristic is associated with distributive bargaining quizlet?
Distributive bargaining generally involves a single issue (compared to multiple issues), little expectation for a continuing relationship, positions vs. interests, limited sharing of information, and claiming value vs. creating/claiming value.
What is distributive bargaining with an example?
Buying a car is a classic example of distributive bargaining. A car sale involves two disparate parties: a buyer and a seller. In this case, each person has different interests: while the seller wants to make as much money as possible, the buyer seeks to pay the least amount of money possible.
What is a integrative negotiation?
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.
Why is integrative bargaining preferable to distributive bargaining?
In general, integrative negotiation is preferable to distributive because integrative builds long-term relationships and facilitates working together in the future. It allows each negotiator to leave the bargaining table feeling they have achieved a victory.
What is the other name of integrative bargaining?
win-win 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.
Is distributive negotiation the same as bargaining?
Because of this, distributive negotiation is also called “win-lose bargaining” or “claiming value” or “zero-sum bargaining.” The need for distributive bargaining arises when the resource is in a fixed amount, and there is no scope of expanding it. The distributive bargaining is the same as dividing a pie or slicing up a pie.
What is an example of distributive negotiation?
Distributive negotiation is when two (or more) parties are trying to claim the maximum amount of value for themselves. In our used car sale example, the salesman wants to make the largest amount of money possible, while the buyer wants to pay the least amount of money possible.
What is integrative or interest-based 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 integrative negotiations and its characteristics?
Characteristics of Integrative negotiation Building relations. The outcome of integrative bargaining is a win-win situation. Trust. Every kind of negotiation tries to extract as much as possible from every party, but integrative negotiation says that both parties should be able to trust each other. Behavioral foundations. Information foundation. Potential consequences.