What are the characteristics of distributive and integrative negotiation?

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 are the basic elements of integrative negotiations?

How to use integrative negotiation in the workplace
  • Outline each party’s needs. Before you present solutions, understand what each party’s specific hopes and concerns are. …
  • Identify common goals. Next, discuss what goals both parties have. …
  • Brainstorm multiple solutions. …
  • Bridge solutions. …
  • Logrolling. …
  • Equal compromising.

What is integrative negotiation?

In integrative negotiation, more than one issue is available to be negotiated. Whenever multiple issues are present—such as salary, benefits, and start date, in the case of a job negotiation—negotiators have the potential to make tradeoffs across issues and create value.

What are the 6 characteristics of negotiations?

The characteristics of Negotiation Skills are among others: preparation and planning skill, knowledge of the subject matter being negotiated, ability to think clearly and rapidly under pressure and uncertainty, ability to express thoughts verbally, listening skill, judgment and general intelligence, integrity, ability …

What is the importance of integrative negotiation?

Why is Integrative Bargaining Important? Integrative bargaining is important because it usually produces more satisfactory outcomes for the parties involved than does positional bargaining. Positional bargaining is based on fixed, opposing viewpoints (positions) and tends to result in compromise or no agreement at all.

What are the seven factors that facilitate successful integrative negotiation?

The seven factors that facilitate successful integrative negotiation are the presence of a common goal, problem-solving ability, validity, motivation, commitment, trust, clear communication and understanding. Provide an example of each of these factors.

What are 3 characteristics of a negotiation situation?

All negotiations involve various situational attributes, such as time, location, nature of communication, number of parties, and party characteristics.

Which of the following is a major step in the integrative negotiation process?

There are four major steps in the integrative negotiation process, and these are: Identify and define the problem. Understand the problem and bring interests and needs to the surface. Generate alternative solutions to the problem.

What makes integrative negotiation different?

Integrative negotiation. In contrast to the distributive negotiation strategy, the integrative negotiation strategy involves a mutually beneficial approach to negotiations, looking for results that are agreeable for all the negotiating parties. This kind of negotiation seeks to create value, rather than claim it.

What is the best example of integrative bargaining?

Example: The classic example involves two teenagers and an orange. If there’s only one orange in the refrigerator and both teenagers demand it simultaneously, a distributive bargain might well involve each of them getting half of it.

What are the five steps of integrative bargaining?

Key Steps in the Integrative Bargaining Process
  • Identify and define the problem. …
  • Understand the problem and consider mutual interests. …
  • Generate alternative solutions to the problem. …
  • Evaluate the alternatives and select the most feasible option.

Why integrative negotiation is difficult to success?

Integrative negotiation is difficult because you have to focus on the interest of the other party as well. Since you’re also aiming for your own personal targets this will cause a conflict of interest. If you’re planning to work with your partner in the future, it’s extremely important to keep both parties happy.

Which of the following is a disadvantage of integrative bargaining negotiation?

Which of the following is a disadvantage of integrative bargaining? 1. The bias toward cooperation may result in internal pressure to compromise when you don’t really want to.

What is BATNA in integrative negotiation?

BATNA is an acronym that stands for Best Alternative To a Negotiated Agreement. It is defined as the most advantageous alternative that a negotiating party can take if negotiations fail and an agreement cannot be made.

What are the four main stages of the negotiation process?

Shell describes the process in four stages: Preparation, Exchanging Information, Bargaining, and Closing and Commitment.

What are the types of negotiation?

4 types of negotiation
  • Principled negotiation. Principled negotiation is a type of bargaining that uses the parties’ principles and interests to reach an agreement. …
  • Team negotiation. …
  • Multiparty negotiation. …
  • Adversarial negotiation.

What is BATNA and ZOPA?

Any offer that isn’t better for you than your BATNA is worse than “no deal” and should be refused. ZOPA stands for Zone of Possible Agreement. The people you’re negotiating with have a BATNA too. The ZOPA is the set of all deals that are at least as good for each party in a negotiation as their respective BATNAs.

Which of the following is a characteristic of BATNA?

Which of the following is a characteristic of BATNA? A BATNA is not something that a negotiator wishes for; rather, it is determined by objective reality.