distributive & integrative

Question 1

…… also known as competitive or win-lose approach, is a strategy that assumes that the negotiation is a zero-sum game, where one party’s gain is another party’s loss. The goal of distributive approach is to claim as much value as possible from a fixed or limited resource, such as money, time, or land. The process of distributive approach involves making high demands, concealing information, using threats or pressure, and making concessions reluctantly. The outcome of distributive approach is usually a single-issue agreement that favors one party over the other, or an impasse that prevents any agreement.

Answer 1

Distributive approach

Question 2

…… also known as collaborative or win-win approach, is a strategy that assumes that the negotiation is a positive-sum game, where both parties can benefit from the interaction. The goal of integrative approach is to create value and expand the pie by identifying and satisfying the underlying interests and needs of both parties. The process of integrative approach involves sharing information, building trust, generating options, and making trade-offs. The outcome of integrative approach is usually a multi-issue agreement that maximizes the joint value or welfare of both parties, or a creative solution that meets the interests of both parties.

Answer 2

Integrative approach

Question 3

This approach aims to claim as much value as possible from a fixed or limited resource. An advantage of this approach is that it can be simple and quick, and it can protect one’s own interests. A disadvantage of this approach is that it can damage the relationship, create conflict, and result in suboptimal or unfair outcomes

Answer 3

Distributive approach

Question 4

This approach aims to create value and expand the resource by satisfying the interests and needs of both parties. An advantage of this approach is that it can improve the relationship, foster cooperation, and result in optimal or fair outcomes. A disadvantage of this approach is that it can be complex and time-consuming, and it can require trust and information sharing

Answer 4

Integrative approach