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NEG 731 Distributive And Integrative Negotiations
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NEG 731 Distributive And Integrative Negotiations
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Course Code: NEG 731
University: Thomas Edison State University
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Country: United States
Question
Describe the difference between distributive bargaining and integrative negotiation. Which is the best style for a successful negotiation and why? Include a real-life example in your response. Your example could be one that you observed or experienced during your life or an original idea.
Explain why integrative negotiation is so difficult to achieve. Include a real-life example in your response. Your example could be one that you observed or experienced during your life or an original idea.
Answer
Distributive Bargaining and Integrative Negotiation.
In the business interactions we undertake in our daily lives, we do get to negotiate. Negotiations are of two types; Distributive bargaining or integrative negotiation. Distributive bargaining is a bargaining strategy in which one of the two parties in the bargain loses while another wins. It is used in distributing fixed resources such as money or an asset. In such situations, the appropriate bargaining method is the distributive type of bargaining (Hüffmeier, Freund, Zerres, Backhaus, and Hertel, 2014).
Integrative negotiation is a bargaining strategy in which both parties involved in the bargain get to win. Both the parties are in a ‘win-win situation.’ In integrative negotiation, there will be more than one issue that is brought to the table for negotiation (Morley and Stephenson, 2015).
The best way of bargaining between the two types of bargaining is the integrative negotiation. Integrative negotiation is the best because it serves to solve conflicts between the parties while distributive bargaining only makes the conflict more intense between parties. An example of a bargaining agreement I have ever been through is when I purchased a used laptop. The owner was willing to sell it since the laptop screen did not meet his required specifications. On the other hand, I was willing to buy the laptop at a convenient price since I had a liking for the laptop. In our case, the situation was a win-win since both of us were satisfied.
Why Integrative Negotiation Is Difficult to Achieve.
Integrative negotiation is one in which both parties get to win. Integrative negotiation, however, is difficult to achieve in a bargaining situation. The difficulty arises because the interests of the parties have to be considered to get to an amicable agreement. The solutions to be reached at having to satisfy all the parties at both ends of the bargain (Stoshikj, 2014).
In integrative negotiation, the relationships between the individual parties must be considered, and it, therefore, requires both parties to be honest and cooperate in the bargain. The process of integrative negotiation also does take longer taking into consideration the fact that the parties will work for a long time, probably even years (Peng, Dunn, and Conlon, 2015).
An instance in which I experienced integrative negotiation could be in case one decides to purchase a used car from another person. In this instance, both parties will have their needs met at the end of the deal. In the negotiation, however, it would take the people a long time to build trust, get to know whether the car is in good condition and get to transact the sale of the car. The transaction will also take longer given the legal changes of ownership of the car have to be made.
References.
Hüffmeier, J., Freund, P. A., Zerres, A., Backhaus, K., & Hertel, G. (2014). Being tough or being nice? A meta-analysis on the impact of hard-and Softline strategies in distributive negotiations. Journal of Management, 40(3), 866-892.
Morley, I., & Stephenson, G. (2015). The social psychology of bargaining. Psychology Press.
Peng, A. C., Dunn, J., & Conlon, D. E. (2015). When vigilance prevails: The effect of regulatory focus and accountability on integrative negotiation outcomes. Organizational Behavior and Human Decision Processes, 126, 77-87.
Stoshikj, M. (2014). Integrative and distributive negotiations and negotiation behavior. Journal of Service Science Research.
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