Difference Between Distributive and Integrative Bargaining

Gina Blair and Daniel Trent cooperate and collaborate to achieve a common objective throughout their negotiation. A cooperative negotiation style is demonstrated as they combine their points of view regarding their clients concerns with outcomes to effectively solve the issues raised. The main focus of the negotiation is to reach an agreement rather than a continuous dispute. Accordingly, the conflicting objectives were resolved by compromises and solutions but forward by both Gina and Daniel. The negotiation style used between Gina and Daniel is described as principled negotiation where both parties jointly attack the problems arising to achieve a compromise.

Understanding that the main goal for the car salesman is to sell a car and the main goal for me as the buyer was to purchase a car, this is indicative of us having shared an identical favorable outcome. However, while the car salesman might have wanted a larger commission off of the sale of a vehicle, it was my goal to purchase a vehicle for the least amount of money while also getting the most amount of money for my trade in. For this negotiation to be successful, and for both of us to get as close to our goals as possible, both of us had to apply listening skills and reason to the conversation. It is through integrative negotiations that the goal is to create as much value as possible for myself as well as the car salesman.

In life, what we perceive tends to show misconception in how the thought plays out. A good example would be the character Jay Gatsby in F. Scott Fitzgerald’s American classic: The Great Gatsby. Gatsby was unable to distinguish between his love for Daisy, a reality, versus the illusion that he could recapture her love by establishing and inventing a fraudulent past. He believed he could repeat the past, and acquire a flaunting wealth. In the novel, Jay Gatsby seems incompetent in establishing a difference between the realities of his life versus the illusion he made out.

Negotiation is a fundamental form of dispute resolution involving two or more parties (Michelle, M.2003). Negotiations can also take place in order to avoid any future disputes. It can be either an interpersonal or inter-group process. Negotiations can occur at international or corporate level and also at a personal level. Negotiations often involve give and take acknowledging that there is interdependence between the disputants to some extent to achieve the goal. This means that negotiations only arise when the goals cannot be achieved independently (Lewicki and Saunders et al., 1997). Interdependence means the both parties can influence the outcome for the other party and vice versa. The negotiations can be win-lose or win-win in nature.

Notably, the fundamental attribution error is a personal bias that is problematic in society. To emphasize, the fundamental attribution error is when individuals have the tendency to attribute people’s behavior to components of their character or personality, even when situational influences are producing the behavior (Textbook, page 171). An example of the fundamental attribution error operating in daily life is when a driver avoids hitting a pedestrian and causes an accident. In this

inferences and judgements about people and sometimes forget that it is our own viewpoint that

The negotiators in these situations should mainly on the integrative bargaining. It means that negotiator should arrange a face to face meeting for both the parties by motivating them to practice integrative barging so that they can use the conflict strategy management to innovate positive solutions rather than dysfunctional conflicts. The negotiator should focus mainly on problem solving, compromising, smoothing and finding solutions. Motivating both the parties for a face-to-face meet is done so that, they can identify the problem and resolve it by an open discussion. Each team should give up something so that they can come to an agreement. The negotiator should use smoothing technique by reducing the conflicts while stressing common interests between both the teams. By compromising and smoothing both the parties should know about their common interests and goals and should create a shared goal. Once the negotiator make them realize that they need each other for achieving their goals, integrative positions solutions will be obtained instead of dysfunctional

Consequently, negotiation is a process that can be approached in many ways. No matter what strategy we choose, success lies in how well we prepared. The key to negotiating a beneficial outcome is the negotiators’ ability to consider all the elements of the situation carefully and to identify and think through the options. At the same time, negotiators must be able to keep events in perspective and be as fair and honest as circumstance allows. Because a common ground or interest has brought the parties to the negotiating table, a negotiator can benefit by trying to capitalize on this common

Negotiation is one important part of both the professional and personal life in our everyday situations. It is critical for people to resolve disputes, distribute limited resources, and/or create something new that neither party could achieve on his or her own. Negotiations can range from coordinating project timelines with clients to asking for a raise to discussing holiday plans with family members.

It occurs in profit or non profit organizations, government sectors, dealing among nations and also in our personal situations such as salary package, house purchase, marriage, divorce and etc. The strategy to use can either be distributive or integrative depending on the situations and the outcomes that the party want out from the negotiation.

Whether it is at work, church or in our private relationships, negotiations are a necessary tool for reaching an agreement. They are made by discussing each parties point of view with the aim being to reach an agreement that is mutually beneficial. For the most part, negotiation is the process by which those people involved successfully adopt or abandon their respective position through the use of positional bargaining. There are different types of approaches for the negotiation process - some hard and others soft in their manner of approach. The desired outcome of

(5) Self- Fulfilling prophecy affects the outcome of expectations while interacting with others. An, example of this is President Bush convinced Congress that invading Iraq would liberate the country and make the world a safer place, without knowing that it would make the Iraqi rebels feel that we were occupying their country and trying to take control the oil.

Besides the above mentioned social identity and stereotyping problem, we may also see some other perceptual errors given in the case, such as false-consensus effect. It is the tendency for people to project their way of thinking onto other people, or assume that everyone else thinks the same way they do. Gilman apparently overestimated the extent to which Beauport had beliefs and characteristics similar to his own.

Negotiation is the process of two individuals or groups reaching joint agreement about differing needs or ideas. Oliver (1996) described negotiation as "negotiators jointly searching a multidimensional space and then agreeing to a single point in the space." Negotiation is a form of conflict resolution. When we negotiate, the first thing that needs to be established is whether we have two or more parties that have a common objective, but also differ in ideas when it comes to how they achieve the objective. The principle behind negotiating is to finding the middle ground that is suitable for both parties involved. Not all negotiation ends in satisfactory compromise, sometimes negotiations can take a long time to conclude

Negotiation is all about a strategy. The end result is usually to end a problem that someone is having, whether it is personally or