Negotiation Strategies.docx - Negotiation Strategies Question One According to Zachariassen(2008 integrative bargaining is a method of negotiation that

Negotiation Strategies.docx - Negotiation Strategies...

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Negotiation Strategies Question One According to Zachariassen (2008), integrative bargaining is a method of negotiation that incorporate two antagonistic business parties collaboration to discover a “win-win” resolution over the business dispute. This negotiation strategy primarily focus on establishing a mutual beneficial contract of two business parties grounded on their interests. These interests include the fears, issues, desires as well as needs held dearly by each side. Integrative approach of negotiation tries to establish value in the process of negotiation. In this instance, negotiation is considered to be a shared problem instead of being an individual issue. According to Shonk (2019), integrative negotiation is so difficult to achieve. Since integrative negotiation is a strategy of bargaining that encourage sharing of benefits, every party needs the favor to be extended to his or her side during the negotiation process. Making a satisfactory sharing of the resources or shared decision making is elusive. Integrative negotiation resolution can be equated to win-win conflict resolution where conflict of interests outshines the terms and conditions of the negotiation. In such instances, integrative negotiation strategy is
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