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Dulce Campos
on Oct 09, 2024

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Most situations are mixed-motive negotiations,containing some elements that require distributive bargaining processes,and others that require integrative negotiation.

Mixed-Motive Negotiations

Mixed-motive negotiations involve situations where parties have some interests that are mutual and others that are opposing, requiring both competitive and cooperative strategies.

Distributive Bargaining

A negotiation strategy focused on dividing a fixed amount of resources, where any gain for one side is a loss for the other.

  • Recognize the prerequisites for achieving success in integrative negotiations.
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Stephanie GarzaOct 12, 2024
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