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Integrative Bargaining and Thompson's Pyramid Model

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a.Discuss the differences between integrative and distributive bargaining and the conditions in which either or both are used in the negotiation process.
b.Describe Thompson's Pyramid Model and its relationship to parties in bargaining situations, and why it is useful to the integrative bargaining process.

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Solution Preview

a. 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. Integrative bargaining allows parties to collaborate during a dispute to find a solution that allows both parties to get something out of the negotiation resulting in a win-win. This strategy is mutually beneficial for both parties to meet their needs, desires, fears, and concerns. Integrative bargaining is used in ...

Solution Summary

The solution discusses the differences between integrative and distributive bargaining as well as giving a description and analysis of Thompson's Pyramid Model.

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