Negotiators should avoid using mismatched strategies and tactics. What will likely happen when a negotiator uses overly distributive tactics in a fundamentally integrative situation?
What will be an ideal response?
Using distributive tactics in an integrative situation will likely result in reaching agreements that leave integrative potential untapped because negotiators tend not to readily share the information needed to succeed in integrative negotiations when confronted with distributive tactics. In these situations, money and opportunity are often left on the table.
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