How to Compete, Collaborate, and Compromise
Negotiation Types
There are two negotiation types, with each having different processes and strategies. One negotiation type, distributive is a highly competitive lose–win, zero-sum situation with confidential discussions involving a small group of people. The other type, integrative is collaborative with shared information making a mutually beneficial agreement for large groups.
Sometimes, a negotiation can evolve into a hybrid of distributive and integrative types. One side can change their strategy during the process because of a new term, new leader, or market condition volatility. There can also be compromises in both negotiation types in order to trade off terms. ...
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