Asked by Andrea Lopez on Jul 05, 2024
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Integrative negotiations are characterized by traditional win-lose,fixed-amount situations,where one party's gain is the other party's loss.
Integrative Negotiations
A negotiation strategy that seeks win-win outcomes by addressing the interests of all parties involved, aiming for mutual benefit.
Win-lose
A competitive situation or strategy in which one party’s gain is inherently the other's loss, opposed to a win-win scenario.
Fixed-amount
A specific, unchanging quantity, often referring to payments or financial transactions.
- Distinguish between integrative and distributive negotiations and their outcomes.
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Learning Objectives
- Distinguish between integrative and distributive negotiations and their outcomes.
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