Difference Between Distributive and Integrative Bargaining

1284 WordsJan 22, 20136 Pages
Difference between Distributive and Integrative Bargaining Raymond Yang Garcia 1) The difference between distributive and integrative bargaining Negotiation approaches are generally described as either distributive or integrative. At the heart of each strategy is a measurement of conflict between each party’s desired outcomes. Consider the following situation. Chris, an entrepreneur, is starting a new business that will occupy most of his free time for the near future. Living in a fancy new development, Chris is concerned that his new business will prevent him from taking care of his lawn, which has strict requirements under neighborhood rules. Not wanting to upset his neighbors, Chris decides to hire Matt to cut his grass. In a…show more content…
In this error, a negotiator views another party through a narrow lens of one attribute. As a result, this one attribute acts like a screen, keeping the negotiator from accurately viewing multiple traits. For example, our entrepreneur Chris may have observed that Matt does a poor job trimming bushes. Consequently, observation could override other considerations that might have more relevance to the job at hand. Another perceptual error is selective perception, which describes how we categorize and interpret information in a way that favors one category or interpretation over another. There are a variety of reasons why individuals are susceptible to selective perception, but it stems from a person’s prior experiences – relating known information to the current circumstance. Selective perception usually perpetuates stereotypes and halo-effect. The final error is projection, where an individual’s current emotional state tends to influence the perception of others. It is generally a defense mechanism intended to protect an individual’s self-concept. For example, if Chris previously had someone who poorly cut his lawn and Matt looked like him, Chris may consider Matt’s services undesirable. 3) The challenges that come from multiparty negotiations Multiparty negotiations occur when more than two parties are working together to achieve an objective. Overall, increasing the number of negotiators creates complexity and multiple priorities and
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