Negotiations can have a distributive or integrative structure:
- With distributive negotiations,36 the team leader or coach sees negotiating for resources as a zero-sum game: each resource gained for the team is lost from somewhere else, or for the rest of the organization.
- Integrative negotiations, on the other hand, are when the parties can identify effective exchange options while adopting a cooperative approach; in this case, the utilities of both parties improve. The team leader or ...
- Chapter 4: The Team Leader as Manager
- from Leading Teams: Tools and Techniques for Successful Team Leadership from the Sports World
- Publisher: Jossey-Bass
- Released: May 2013
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