Define and explain when one would use the two main bargaining strategies discussed in the textbook.
What will be an ideal response?
*Distributive Bargaining occurs when two parties both try to claim a “fixed pie” of resources
*Integrative Bargaining occurs when both parties negotiate a win-win solution
*Distributive bargaining is better suited to short-term bargaining with people you are unlikely to deal with
again than to the building of long-term relationships, which require a degree of give and take
*Integrative bargaining applies to businesses that want to build long-term relationships with each other. It
is about enlarging the pie so everyone gets a piece
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