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A 5 page research paper that, first, describes distributive and integrative negotiating strategies and the how integrative strategies can be taught in school. Bibliography lists 3 sources.
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5 pages (~225 words per page)
File: KL9_khnegotiat.rtf
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below. Citation styles constantly change, and these examples may not contain the most recent updates.?? Negotiation Strategies Research Compiled By
- May, 2010 properly! Hellriegel and Slocum (2007) describe two basic types of negotiation strategies: Distributive Negotiations
Strategy and Integrative Negotiations Strategy. These strategies are extremely different from each other. Nevertheless, despite the numerous negative effects of distributive negotiations, this strategy is still widely used, unless parties
have been specifically taught the skills needed to engage in integrative negotiation strategies. The following overview of these two strategies, first of all, describes each one and then focuses on
how integrative strategies should be taught to students, beginning in the elementary grades. The distributive model refers to "traditional win-lose situations, in
which one partys gain is the other partys loss" (Hellriegel and Slocum, 2007, p. 307). In this strategy, communications become guarded and any expression of trust is limited in nature.
Furthermore, the use of "threats, distorted statements and demand" is quite common (Hellriegel and Slocum, 2007, p. 307). Yet, some people continue to believe that distributive (win-lose) negotiations are effective;
and, therefore, negotiators must be prepared to deal with this strategy. There are four main ploys associated with this strategy, the first of these is the "I want it
all" approach, which begins with proposes an extreme offer, and then concessions are grudgingly conceded, as the intend is to wear down the other partys resolve (Hellriegel and Slocum, 2007,
p. 307). The second ploy is "Time warp," in which the party uses time as a strategic weapon that will force the other party into accepting an unfavorable position.
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