Distributive Bargaining

Distributive Bargaining - DISTRIBUTIVE BARGAINING 1 2-page...

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DISTRIBUTIVE BARGAINING 1 2-page Response #1 – Distributive Bargaining Terrance McKnight Teachers College – Columbia University
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DISTRIBUTIVE BARGAINING 2 2-page Response #1 – Distributive Bargaining While most are unfamiliar with the concept of distributive bargaining, they are very aware of what a “typical” negotiation looks like – two or more poker-faced individuals having long, tense discussions over coffee. The most important aspect of this exchange is that all of the involved parties believe that the only way that one side can gain is at the expense of the other side. This is often seen as one of the fundamental disadvantages of distributive bargaining. Thus, while it has been noted that there are alternative methods of negotiating, such as integrative bargaining, the ideas and thoughts that are provoked with the word “negotiation” tend to align with the concept of distributive bargaining; like the word odor, negotiation has a negative connotation, due to the nature, and often damaging future effects, of distributive bargaining. Lewicki, Barry, & Saunders (2007) describe distributive bargaining, also known as
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Distributive Bargaining - DISTRIBUTIVE BARGAINING 1 2-page...

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