Integrative and distributive negotiation

What is integrative negotation?

• A negotiation strategy in which the involved parties work together to find a solution that satisfies the needs and concerns of each.

• Bargain in which both sides prioritize their own goals and view it as conflicting with the opposing part.

• A negotiation strategy in which all parties attempt to appease their own needs and leave the other one empty.

• Bargain in which all sides prioritize individual goals instead of proposing a solution that benefits everyone.

Who earned the attribution for Integrative Negotiation with her story of 2 sister's and the orange?

• Mary Parker Follet

• Rebecca Smith

• Elizabeth Leanne Marie

• Taylor Swift

What is distributive negotiation?

• A negotiation strategy in which all parties attempt to appease the other parties' interests and needs.

• • A negotiation strategy in which the involved parties work together to find a solution that satisfies the needs and concerns of each.​

• Bargain in which both sides prioritize their own goals and view it as conflicting with the opposing part.

• Bargain in which all sides prioritize collective goals and attempt to "expand the pie"

Integrative Negotiation is ____

• Is a fixed-sum game or win-lose bargaining.

• • Is interest-based bargaining or win-win bargaining.

• lose-lose bargaining where no party wins.

Why is integrative the most ideal negotiation method?

• It is a win-win bargain and both parties look for mutual-gain options.

• It is a win-lose bargain and both parties look for mutual-gain options.

• Each party is looking to maximize their share of a "fixed pie"

• They want to maximize their outcome at all costs. One party loses whatever amount is gained by the other.

A key to successful integrative bargaining is __

• Willing participation of both parties, recognition of relationship, collaborative atmosphere, and packaging the issue

• Trap the other party by utilizing methods such as a loaded questions

• Focus on the other parties BATNA and reservation point

• Prioritize individual goals in order to maximize the outcome

How many levels does Thompson's Pyramid model have?

• 2

• 1

• 3

• 4