Types of Negotiation

Many Paths to a Deal

Key Topics Covered in This Chapter

  • Distributive negotiation: claiming value
  • Integrative negotiation: creating and claiming value
  • The negotiator’s dilemma: trying to determine which game to play
  • Multiphase and multiparty negotiations

There are two primary kinds of negotiation.

Chances are you have been involved in both at one time or another:

  • Distributive: A negotiation in which the parties compete over the distribution of a fixed sum of value. The key question in a distributed negotiation is “Who will claim the most value?” In distributive negotiations, a gain by one side is made at the expense of the other.
  • Integrative: A negotiation in which the parties cooperate to achieve maximum benefits by ...

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