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

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.

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 ...

Solution Summary

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

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