Negotiation Strategies

Paper Summary:

This paper describes the integrative and distributive negotiation strategies. The strategies are compared and contrasted while analyzing real life situations in which each was used. In addition, the paper explains how integrative and distributive negotiation strategies can be applied in the workplace.

Table of Contents:
Integrative Negotiation
Distributive Negotiation
How Negotiation Strategies Apply in the Workplace
Conclusion

From the Paper:

"In this article, the head of Eastern Airlines began negotiating with the three unions and a potential buyer for the company. By having the threat of potentially selling the company, the head of the company thought he could force the unions into important concessions. However, while the head of the company focused on negotiating with the unions, the external threat was ignored and eventually wound up successfully bidding on taking over the company."

Sample of Sources Used:

• Lewicki, R., Saunders, D., and Barry, B. (2005). Negotiation. (5th ed.). The McGraw-Hill Companies. New York, NY.
• The Negotiation Experts. (2009). The fixed pie syndrome in union negotiations. Retrieved March 28, 2009, from http://www.negotiations.com/case/union-negotiation.
• The Negotiation Experts. (2009). The negotiation problem. Retrieved March 28, 2009, from http://www.negotiations.com/case/negotiation-problem.

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