C3-Integrative Negotiation SIB555

Role play 1 - 15%

Quiz 1 - 15%

Weekly challenges

Role Play 2 - 15%

Ethics

Emotional Intelligence

Types of negotiation

Strategies

Distributive negotiation focuses on conflicting goals and limited resources, while integrative negotiation seeks solutions for both parties with free flow of information.

Distributive negotiation emphasizes creating value for both parties, while integrative negotiation focuses on hardball tactics.

Integrative negotiation uses hardball tactics, while distributive negotiation relies on trust and multiple offers.

Integrative negotiation is only used when resources are limited, while distributive negotiation is used for common points.