What is Distributive Negotiation? Characteristics of Distributive Negotiations Negotiation is the process of making joint decisions when the parties involved in negotiation have different and opposing preferences. Negotiation has special significance in situations of conflict, whether it is a conflict between union and management in organizations or between countries such as China and Japan where negotiations … Read more
Models of Negotiation Negotiation is the process of making joint decisions when the parties involved in negotiation have different and opposing preferences. Negotiation has special significance in situations of conflict, whether it is the conflict between union and management in organizations or between countries such as China and Japan where negotiations may be required to … Read more
Approaches to Negotiation There are four different approaches to negotiation and the outcome of the negotiation depends on the approach. The various approaches to negotiation are as follows: Distributive Negotiation or Win-Lose Approach This is also called competitive, zero sum, or claiming value approach. This approach is based on the premise that one person can … Read more
What is Negotiation? Negotiation is the process of making joint decisions when the parties involved in negotiation have different and opposing preferences. Negotiation has special significance in situations of conflict, whether it is conflict between union and management in organizations or between countries such as China and Japan where negotiations may be required to resolve … Read more
