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Distributive Bargaining VS Integrative Negotiation - Coggle Diagram
Distributive Bargaining
VS
Integrative Negotiation
Similarities
Multiple parties
Negotiation process
Effective and persuasion communication
Differences
Approach
Integrative Negotiation: Collaborative and cooperative
Distributed Bargaining: Competitive and adversarial
Assumption
Distributed Bargaining: "win-lose" or "zero-sum" negotiation
Integrative Negotiation: "win - win" situation
Tactics
Distributed Bargaining: Hard bargaining, high initial demands, and concessions
Integrative Negotiation: Open communication, brainstorming, and creativity to find solutions
Focus
Distributive Negotiation: Position-based (what you want)
Integrative Bargaining: Interest-based (why you want it)
Time Horizon
Distributive bargaining: Short-term focus, immediate resolution
Integrative Negotiation: Long-term focus, sustainable agreements
Information Sharing
Distributive Negotiation: Limited or guarded
Integrative Bargaining: Open and honest
Relationship
Distributive bargaining: Short-term and transactional
Integrative Negotiation: Long-term and relational
Goal
Integrative Negotiation: Create value for all parties mutual gains
Distributed Bargaining: Maximize personal gain