Analyze How Integrative Negotiation Differs from Distributive Negotiation

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The Answer is Unlike, distributive negotiation, which has the connotation of leading to "win/lose" outcomes, successful integrative negotiation delivers "win/win" agreements. Also, whereas distributive negotiation is rights-based, integrative negotiation seeks overlapping interests of the parties that comprise the entity. Lastly, distributive negotiation focuses on the here-and-now while integrative negotiation focuses on now and later.
Integrative negotiation is a systems approach to decision making, which implies that to meet the needs of one subsystem is meet the needs of the other. Integrative negotiation is inclusive and focuses on discussing both intangible long-term goals as well as discussing the tangible "how-to" issues that surround short-term goals and action plans. This high level construal nature, characterized by complex abstraction and important details, promotes problem solving and facilitates win/win agreements when integrative potential resides in underlying interests. The ultimate goals of integrative negotiation are to maximize time and resources by satisfying individual and shared interests.

Analyze How Integrative Negotiation Differs from Distributive Negotiation

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Analyze How Integrative Negotiation Differs from Distributive Negotiation

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