Purchase Solution

Stages of negotiation, what is distributive bargaining, and what is integrative bargaining?

Not what you're looking for?

Ask Custom Question

I. What are the stages of negotiation? What are the three most important steps in the negotiation planning process and why? What steps would you add or delete from the negotiation planning process to make it more effective. Why?

II. What is distributive bargaining? When is distributive bargaining appropriate to use? Why? What might be the effect of distributive bargaining on long term relationships?

III. What is integrative bargaining? What are the key differences between integrative bargaining and distributive bargaining? When might integrative bargaining be counterproductive? Explain your answer.

Purchase this Solution
Solution Summary

This solution discusses the following concepts: stages of negotiation, distributive bargaining, and integrative bargaining.

Solution Preview

The stages of negotiation include preparation, relationship-building phase, information-exchange phase, distributive stage, closing stage, and the cooperative stage. The three most important steps in the negotiation planning process include preparation, exchanging information, and closing. These are important because the preparation stage includes researching standards and principles by which negotiating parties may reach common ground. Preparation also includes knowledge of your own values on the issue being negotiated as well as knowledge of the perceived needs and values of the other parties involved in the discussion. It is important to be aware of your own ...

Purchase this Solution
Free BrainMass Quizzes
Operations Management

This quiz tests a student's knowledge about Operations Management

Social Media: Pinterest

This quiz introduces basic concepts of Pinterest social media

Organizational Behavior (OB)

The organizational behavior (OB) quiz will help you better understand organizational behavior through the lens of managers including workforce diversity.

Academic Reading and Writing: Critical Thinking

Importance of Critical Thinking

IPOs

This Quiz is compiled of questions that pertain to IPOs (Initial Public Offerings)

View More Free Quizzes
Related BrainMass Solutions

  • Steps of the Negotiation Planning Process

    The stages of organizational negotiation include preparation, relationship-building phase, information-exchange phase, distributive stage, closing stage, and the cooperative stage.

  • Integrative Bargaining and Thompson's Pyramid Model

    Discuss the differences between integrative and distributive bargaining and the conditions in which either or both are used in the negotiation process. Integrative bargaining is also known as interest-based bargaining or win-win bargaining.

  • Interest-based vs power- and rights-based negotiations

    The goal is to "win" rather than to create something that best will work for all parties. Usually information is hoarded and distorted. All negotiations consist of a combination of integrative and distributive bargaining.

  • Distributive bargaining

    Give an everyday example of distributive bargaining and integrative bargaining. One every day example of distributive bargaining is when the annual budget of the firm is divided among different departments.

  • Distributing bargaining information

    Although distributive bargaining is frequently seen as the opposite of integrative bargaining, the two are not mutually exclusive. Distributive bargaining plays a role in integrative bargaining, because ultimately "the pie" has to be split up.

  • Distributive Bargaining

    What might be the effect of distributive bargaining on long term relationships? 2. What is integrative bargaining? What are the key differences between integrative bargaining and distributive bargaining?

  • Collective Bargaining

    *distributive *integrative *intraorganizational *attitudinal Also what are the outlines of collective bargaining process.

  • Human Resource Management - Inadvertently Adversarial

    Are the roles of labor and management inadvertently adversarial? 3. Why is it so difficult to be effective at both distributive and integrative bargaining in the course of the same negotiations? 5.

  • Negotiation and Bargaining Differentiation

    467734 Negotiation and Bargaining Differentiation 1. Differentiate between types of negotiation outcomes (cross-cultural negotiation) 2. Determine strategies and tactics for distributive bargaining 3.

View More Related Solutions