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  • Karen Gurnon thinks this is interesting:

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 ...