From Distributive to Integrative - DB3.docx - Think of a situation you have personally experienced or witnessed(e.g media colleagues family and describe

From Distributive to Integrative - DB3.docx - Think of a...

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Think of a situation you have personally experienced or witnessed (e.g. media, colleagues, family) and describe how a potentially integrative negotiation was handled distributively. What could have been done to move it from distributive to integrative? Conversely, you may have participated in or witnessed a negotiation that did move successfully form win-lose to win-win. What happend to facilitate that movement? An example relating to the two situations mentioned above would be my recruiting experience with the hiring managers at work. Extreme offers would be made, such as the employer offering a low wage while the job candidate is asking for a high one. This situation can definitely go both ways, it can go from integrative to distributive if both parties are trying to persuade each other to reconsider because of the value that's being offered. The
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  • Spring '15
  • Ritchey

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