Compare and contrast integrative and distributive bargaining.
What will be an ideal response?
There are two general types of negotiation: distributive and integrative. Generally,
distributive bargaining is hardball, whereas integrative bargaining takes a softer
approach to the deal. The distinction to remember about distributive bargaining is that
the negotiator approaches the process as a zero-sum game. In other words, one person
gains at the expense of the other. Integrative bargaining differs from distributive
bargaining in one significant way: The parties do not see the process as a zero-sum
game, and they believe that an agreement can be reached that satisfies all concerns.
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