Distributive Vs Integrative Negotiation

There are two opposite types or schools of negotiation: integrative and distributive. Distributive Bargaining Basics It’s a one-time-only occurrence. Except for the deal itself, there is no real benefit in investing in the relationship. So, we are generally less concerned with how the other person perceives us or how the other person might view our reputation. In Distributive negotiation, participants…

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Negotiation Techniques

What is Fact Based Negotiation? Fact-based negotiation is the practice of focusing supplier negotiations on mutually beneficial data on cost structure rather than gamesmanship.