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Negotiation Style: Effectiveness of distributive and integrative styles

Describe your comfort level with the distributive and integrative negotiating styles and explain the reasons for your comfort levels. In what situations would you be more likely to use each approach? Which approach is used most often by managers in your work setting (I am in the home furnishing retail business )? Give examples and comment on the effectiveness of each approach. Need at least two peer reviewed article reference.

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My comfort level with distributed negotiation is moderately high. What makes me most
comfortable is that the needs or desires of both parties are laid out on the table fairly early in the
negotiation process. With this type of negotiation, one party typically has a minimum demand, while
the other has a maximum amount he or she is willing to concede, whether in money or some other
valuable asset. While the parties may not present their final figure or offering in the beginning, as
negotiations proceed, each party will give until he or she believes no more concessions can be made.
The challenge with this type of negotiation occurs when one party believes he or she has reached a
minimum acceptable level, while the other party believes he or she has reached a maximum acceptable
level, and the two do not meet. Selling a home and reaching a settlement in a liability suit are two
common activities that use this type of negotiation. As a negotiator, when the two sides do not meet,
I must either try to find an alternative or find some other concessions that each party may be willing to
make. I would be more likely to use this approach with customers who are looking for a good value ...

Solution Summary

The effectiveness of distributive and integrative styles are determined.