Please 1 describe the differences between integrative and di

Please (1) describe the differences between integrative and distributive negotiations; and (2) cite a situation in which distributive negotiation is more appropriate than integrative negotiation.

Solution

Distributive negotiations is called as the fixed pie strategy. Here the shares are allocated among the negotiators. The resources are also limited. The person who is negotiating should have the idea of the competitive position of the other party with whom he is negotiating.

Integrative Negotiations is the opposite of the distributive negotiation. This strategy is beneficial to all the parties negotiating. Mutual cooperation is the biggest element in Integrative Negotiation. This strategy is based on the common interests of all the parties.