Organizational Behavior, 17e

Negotiation

1. 3 Contrast distributive and integrative bargaining.

Negotiation permeates the interactions of almost everyone in groups and ­organizations. There’s the obvious: Labor bargains with management. There’s the not-so-obvious: Managers negotiate with employees, peers, and bosses; ­salespeople negotiate with customers; purchasing agents negotiate with suppliers. And there’s the subtle: An employee agrees to cover for a colleague for a few minutes in exchange for a future benefit. In today’s loosely structured organizations, in which members work with colleagues over whom they have no direct authority and with whom they may not even share a common boss, negotiation skills are critical.

We can define negotiation as a process that occurs when ...