Integrative and distributive negotiations and negotiation behavior

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.

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