Why is it important for negotiators to be comfortable with t

Why is it important for negotiators to be comfortable with the use of both distributive and integrative negotiations?

Solution

Distributive and integrative bargaining techniques are employed in two different scenarios and thus a negotiator needs to be comfortable with both the methods. In distributive power it is a zero sum game i.e. if one party gains other loses whereas in integrative bargaining if both parties collaborate the pie to be shared becomes bigger and thus each party benefits more. A negotiator maybe faced with any of such situations and sometimes a situation may change from one type to another. So a person capable of using both negotiations comfortably can easily navigate through such situations.