Integrative Complex Negotiation

时间:2020-12-24 13:00:52 Negotiation 我要投稿

Integrative Complex Negotiation

  Ⅰ. Distributive Negotiation

  Jennifer E. Beer listed a set of distributive bargaining strategies in Culture at work:

  1. Preparation 2. Opening offers

  3. Exchange information and arguments 4. Concessions and decisions

  Ⅱ. Integrative Negotiation



  Integrative bargaining (综合式谈判即双赢) emphasizes joint gains.

  By engaging in cooperative problem solving, the goal of integrative bargaining is to expand the pie so there's more for everyone.

  Integrative bargainers tend to share information openly, and view other parties as a partner or teammate.

  In all integrative negotiations, it's important to keep in mind the following tips of principled negotiation.

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