Negotiation styles: effectiveness
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Explain the different styles used by negotiators, which do you think is the most effective? Why?
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Solution Summary
This solution explains distributive and integrative negotiation. The sources used are also included in the solution.
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Step 1
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 ...
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