Integrative bargaining focus on commonalities rather than differences and

Integrative bargaining focus on commonalities rather

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Integrative bargaining focus on commonalities rather than differences and attempt to address needs and interests, not positions, exchange information and ideas, invent options for mutual gain. It is important that use objective criteria for evaluating solutions. And less emphasis on threats to withdraw from the process, more emphasis on understanding the other parties’ interests and needs and reaching consensus. Distributive bargaining means the goals of one party are in fundamental & direct conflict with goals of the other party and resources are fixed & limited. More likely to be associated with misinformation in bargaining process. Both parties want to maximise their share. Hence it is a 'competition' over who will get the most. Integrative bargaining produces more satisfactory outcomes than distributive bargaining, for all parties involved in workplace negotiations The reason is that the interest underlying concerns, needs, desires which result in the negotiator taking a particular position. Integrative negotiation creates a win-win situation for all the parties. even if compromising of some issues. Both sides will gain a better understanding of the other parties' interests, needs, promoting more stable and harmonious LT relationships. In the workplace negotiations, Integrative negotiation works as a conflict management tool,
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whereas distributive negotiation intensifies the conflicts further. In distributive negotiation every negotiator focuses on meeting his personal interests, regardless of the loss the others may have to face. In contrast, integrative negotiation focuses on mutual interests of all the parties and thus, comes up with constructive solutions that will be beneficial for all. 判的成功与 否取决 判结果能 否很 实现 方的目标。 综合 判注重共性而 非差异 ,试 需求和 利益 ,而不是立场、 交换 信息和想法、为共同 利益创造 选项。 使用客观标 来评 重要的。更 调威胁退 出这一进程,更多 了解 方的 和需要并 成共 配谈 判是指一方的目标与 一方的目标 本和 接的 冲突 ,资 定和有限的。更有可能与 过程中的 错误 信息有关。 两党都 望将自己 份额 最大化。因 ,这是一场 将得 到最多的“ 竞争 ”。 对于所有参与工作场所 判的 方来 ,综合 判比分 配谈 生更 人满意 的结果 原因是, 在的 利益 、需求和 愿望 者采取 特定的立场。综合 判为 创造双赢局 面。 使在一些问题上 妥协 更好 了解对方的 利益 和需求, 两国 关系更 定和 在工作场所 判中,一体化 判是一种 冲突管 理工具,而分 使 冲突 进一步
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