Distributive and Integrative Negotiations

Running Head: DISTRIBUTIVE AND INTEGRATING NEGOTIATIONS. 1
Distributive and Integrative Negotiations.
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DISTRIBUTIVE AND INTEGRATIVE NEGOTIATIONS. 2
Distributive Bargaining and Integrative Negotiation.
In the business interactions we undertake in our daily lives, we do get to negotiate.
Negotiations are of two types; Distributive bargaining or integrative negotiation. Distributive
bargaining is a bargaining strategy in which one of the two parties in the bargain loses while
another wins. It is used in distributing fixed resources such as money or an asset. In such
situations, the appropriate bargaining method is the distributive type of bargaining
(Hüffmeier, Freund, Zerres, Backhaus, and Hertel, 2014).
Integrative negotiation is a bargaining strategy in which both parties involved in the
bargain get to win. Both the parties are in a ‘win-win situation.' In integrative negotiation,
there will be more than one issue that is brought to the table for negotiation (Morley and
Stephenson, 2015).
The best way of bargaining between the two types of bargaining is the integrative
negotiation. Integrative negotiation is the best because it serves to solve conflicts between the
parties while distributive bargaining only makes the conflict more intense between parties.
An example of a bargaining agreement I have ever been through is when I purchased a used
laptop. The owner was willing to sell it since the laptop screen did not meet his required
specifications. On the other hand, I was willing to buy the laptop at a convenient price since I
had a liking for the laptop. In our case, the situation was a win-win since both of us were
satisfied.