5/10/17 Distributive Negotiation and Integrative Negotiation

Distributive Negotiation and Integrative Negotiation

There are two primary kinds of negotiation. Chances are you have been involved in both at one time or another:

  • Distributive: A negotiation in which the parties compete over the distribution of a fixed sum of value. The key question in a distributed negotiation is “Who will claim the most value?” In distributive negotiations, a gain by one side is made at the expense of the other.
  • Integrative: A negotiation in which the parties cooperate to achieve maximum benefits by integrating their interests into an agreement. These deals are about creating value and claiming it.