NDLI: Integrative and distributive negotiations and negotiation behavior

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Integrative and distributive negotiations and negotiation behavior

Content Provider	Springer Nature Link
Author	Stoshikj, Marina
Copyright Year	2014
Abstract	Negotiations are essential part of many business relations. The implementation of the negotiation process is dependent on many factors and its chosen design may lead to different outcomes. The negotiation features and characteristics shape the negotiation process. The negotiation outcome depends on the negotiation skills of the involved parties, the available information and their chosen approach and behavior. When following a distributive approach, the parties are interested in maximization of the personal outcome so they may not be able to see the total potential of an integrated approach. Crucial requirements for the integrative negotiations are close cooperation and communication between the parties. These negotiation types -distributive and integrative-are closely related to the negotiation behavior of the involved parties: competitive and cooperative. Commonly used competitive and cooperative tactics are mentioned in this work, followed by economic and social-psychological measures of negotiation behavior. The obstacles for reaching integrative agreements are summarized. The contributions of the negotiation support system (NSS) for integrative negotiations are discussed in terms of a possible solution for overcoming certain negotiation challenges.
Starting Page	29
Ending Page	69
Page Count	41
File Format	PDF
ISSN	20930720
Journal	Journal of Service Science Research
Volume Number	6
Issue Number	1
e-ISSN	20930739
Language	English
Publisher	The Society of Service Science
Publisher Date	2014-06-30
Publisher Place	Heidelberg
Access Restriction	Subscribed
Subject Keyword	Negotiations Negotiation Skills Negotiation Types Bargaining Styles Negotiation Behavior Integrative Agreements Negotiation Model Business/Management Science Management/Business for Professionals Industrial Organization Software Engineering/Programming and Operating Systems Engineering Economics, Organization, Logistics, Marketing
Content Type	Text
Resource Type	Article

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