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 ...

Get Organizational Behavior, 17e now with the O’Reilly learning platform.

O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.