Explain the different styles used by negotiators, which do you think is the most effective? Why?
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.