Whatever may be the process for negotiation, we follow two approaches, i.e., distributive approach and integrative approach. Distributive approach is a win-lose or a zero-sum game approach, whereas, the integrative approach is a collaborative approach, where both the negotiating parties try to expand the outcomes of their decisions by sharing the benefits.
A Checklist of Distributive Bargaining Strategies. The distributive bargaining strategies identified in Korobkin and Doherty’s study should be effective in any two-party negotiation. Review the following checklist before you engage in any negotiation where you will be competing for scarce resources: Estimate their bottom line.
Distributive negotiation of Sarah Talley and Wal-Mart Essay. Distributive negotiation of Sarah Talley and Wal-Mart, 500 words essay example.. Sarah Talley and Wal-Mart are in a distributive negotiation as they only haggle about the price for 4th of July Watermelons.
What is Distributive Negotiation? Characteristics of Distributive Negotiations Negotiation is the process of making joint decisions when the parties involved in negotiation have different and opposing preferences. Negotiation has special significance in situations of conflict, whether it is a conflict between union and management in organizations or between countries such as China and Japan.
Distributive negotiation lives up to its name because it typically entails taking a mutually desired outcome and dividing it among stakeholder parties. Sometimes, distributive justice can seem like it results in a lose-lose situation, as neither party receives a hundred percent of what they had hoped for.
Absolutely FREE essays on Negotiation.. The three reasons each negotiator ought to be comfortable with distributive dealing. To start with,. If you fit this description, you can use our free essay samples to generate ideas, get inspired and figure out a title or outline for your paper.
Distributive Bargaining Bonnie Stapleberg Grantham University Abstract Michelle Michelle will need to plan and prepare for her negotiation with the Toyota salesperson, if she goes to the dealership properly prepared she will have a better chance of, Being respected by the salesperson, and get as close if not right on the amount of money she wants to pay for the Highlander.
In a distributive negotiation there is an escalating exchange of messages over time and an increased number of proposals and offers immediately before a deadline is met; in an integrative negotiation there is a peak exchange of messages or proposals during the problem solving stage; and in mixed integrative- distributive negotiation there is a linear exchange of information and proposals over.