Explain the different styles used by negotiators, which do you think is the most effective? Why?© BrainMass Inc. brainmass.com June 4, 2020, 3:40 am ad1c9bdddf
There are two main styles of negotiation. The first is distributive negotiation and the second is integrative negotiation.
In distributive negotiation, the negotiator takes up a hard-bargaining position. Each party takes up an extreme position. Each party tries to cede as little a ground as possible. The point of negotiation is that there is a fixed amount of reward being distributed among the ...
This solution explains distributive and integrative negotiation. The sources used are also included in the solution.