distributive and integrative negotiation

The following items are tagged distributive and integrative negotiation:

Distributive Bargaining Strategies

Posted by Katie Shonk & filed under Negotiation Skills.

Wise negotiators recognize the value of both collaborating and competing at the bargaining table. They look for ways to increase the pie of value for all parties, often by identifying differences across issues and making tradeoffs. And they also rely on distributive bargaining strategies to try to claim as much of that larger pie for … Read More