Negotiation Strategies: Integrative vs Distributive

This lecture covers negotiation techniques, focusing on integrative and distributive strategies. It explores the key steps in evaluating and selecting alternatives, emphasizing the importance of understanding each party's interests. The lecture delves into the characteristics of distributive and integrative negotiation, highlighting the differences in outcomes, motivations, and flexibility. It also discusses the art of creating and claiming value in negotiations, stressing the need for a cooperative approach for value creation and a competitive approach for value claiming. The session concludes with the benefits of integrative agreements, such as expanding the bargaining zone, reconciling interests, and strengthening relationships.