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Integrative and Distributive Negotiations

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What techniques need to be employed by both parties when these two opposing negotiating strategies meet to negotiate a deal?

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When two opposing negotiating strategies meet to negotiate a deal, there will be one party that will be using a distributive strategy and one party that will be using an integrative strategy. When negotiating a deal, if it is a buy/sell situation, the appropriate strategy is distributive strategy. The right tactics are the negotiator keeps information with him and tries to get information out of the other party. They try to get an offer from the opposite party. The party using a distribution strategy lists the alternatives that he has. After he receives the offer from the other party he ...

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This posting gives you a step-by-step explanation of two opposite types of negotiation strategies. The response also contains the sources used.

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Distributive and Integrative Negotiations

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3) What is the role of Purchasing and Supply Management professionals in preparation for and negotiation of a one-time purchase of a major capital equipment item?

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