Understanding the Dynamics of Integrative and Distributive Negotiations

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Recommended: Difference between distributive negotiation and integrative negotiation

I agree with the statement from the question. I do not think it is possible to have a purely integrative negotiation between parties. Competition is a part of human nature that has survival instincts dating back to when we used to compete for resources to stay alive. So even if you consciously decide you want to use integrative techniques while negotiating, distributive ones may sneak out because of competitive tendencies. Distributive bargaining as described in our textbook is where both parties negotiate to their advantage. Each side always keeps their opening position, resistance point and target in mind while negotiating. The goal for this type of negotiation is to influence the other party (anchoring is a good example of this and is brought up in class a lot) and to find out as much as you can about the other sides positions, mainly resistances points, so you can get a deal as close to their resistance point as possible. Integrative negotiation on the other hand is when both sides work together to achieve the common goal they have created. These negotiations are characterized by a lot of disclosing of …show more content…

We highballed our prices per channels and they lowballed their prices per channel. I am still shocked that the other team did not use our math error to more of their advantage and be really distributive in nature. I do feel like when the math error was made the other side was a bit more aggressive in behavior. Both of these tactics are discussed as distributive tactics in the Common Negotiations Techniques reading. But underlying the distributive strategy was some integrative tactics. Both sides probed the other side for their beliefs on why we stood by prices or why we wanted the nonspecific compensation like the PR included in the deal. But even though integrative techniques appeared now and again, most of the negotiation was distributive in

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