AN ANALYTICAL STUDY ON BUSINESS NEGOTIATION
1
Author(s):
PAYUSH
Vol - 3, Issue- 3 ,
Page(s) : 171 - 182
(2012 )
DOI : https://doi.org/10.32804/IRJMST
Abstract
Distributive bargaining, also known as positional bargaining, is a negotiating process in which the parties view the resources as limited and therefore try to exploit the other party to gain by their loss. This hard-nose style is bound to leave a bad taste in any negotiator’s mouth. There is however another way, which is gaining support. Integrative bargaining is the process by which the negotiating parties focus on interests and not positions, gathering information to find a mutually beneficial solution. The resulting solution often “expands the pie” allowing greater gains by both parties.¬ Greater benefits for both parties are generally attributed with the attractiveness of this method.¬
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