A Review of Distributive and Integrative Strategies in the Negotiation Process
Keywords:
negotiation, distributive strategy, integrative strategy competitive, cooperative, compromise
Abstract
Negotiation is a crucial tool for resolving a dispute. The outcome of every negotiation relies heavily on the negotiation strategies of the parties involved, the exchange of information and their characters during the negotiation process. Considering distributive approach, the negotiators are more interested in the maximization of personal achievements as they are not concern in collective or joint success with their partners. One of the key requirements for the integrative strategy is cooperation between the negotiators while distributive strategy is purely for a competitive approach. These two types of strategies distributive and integrative are in relation to the behavior and attitudes negotiators normally display in a negotiation table: cooperative and competitive. The reason why negotiators commonly used cooperative and competitive strategies are mentioned in this paper, distributive and integrative strategies are also summarized. Follow by possible solution of overcoming the negotiation challenges is discussed.
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References
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Alavoine, C. (2012). You can’t always get what you want: strategic issues in negotiation. Procedia-Social and Behavioral Sciences, 58, 665-672.
Aquino, K., Freeman, D., Reed, I. I., Lim, V. K., & Felps, W. (2009). Testing a social-cognitive model of moral behavior: the interactive influence of situations and moral identity centrality. Journal of personality and social psychology, 97(1), 123.
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De Dreu, C.K.W., Giacomantonio, M. & Mannetti, L. (2010). Interest issues and Psychological Distance in Integrative Negotiation. Journal of Personality and Social Psychology. 98(5),761-774.
De Cremer, D., Snyder, M. & Dewitte, S. ( 2001). “ The less I trust, the less I contribute ( or not)? The Effects of trust, accountability, and self-monitoring in social dilemmas”, European Journal of Social Psychology, 31, 93-107.
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Jehn, K., Chadwick, C. & Thatcher, S. (1997). “ To agree or not agree: diversity, conflict, and group outcome”. International Journal of Conflict Management, 8, 287-306.
Kern, M.C., Brett, J. M. & Weingart, L. R. (2005). “ Getting the floor: motive-consistent strategy and Individual outcomes in multi-party negotiations”. Group Decision and Negotiation. 14:21-41.
Kelley, H. H., & Stahelski, A. J. (1970). Social interaction basis of cooperators' and competitors' beliefs about others. Journal of personality and social psychology, 16(1), 66.
Kimmel, M.J., Pruitt, D.G., Magenau, J.M., Konar-Goldband. E. & Carnevale, P.J.D. (1980). “ Effects of trust, aspiration, and gender on negotiation tactics”. Journal of personality and Social Psychology, 38,9-22.
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Kong, D. T. (2015). Narcissists’ negative perception of their counterpart’s competence and benevolence and their own reduced trust in a negotiation context. Personality and Individual Differences, 74, 196-201.
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Neale, M. A., Bazerman, M. H. ( 1991). Negotiator Cognition and Rationality. Free Press: New York.
Ohbuchi, K. & Fukushima, O., (1997). “ Personality and interpersonal conflict: aggressiveness, Self-monitoring, and situational variable”. International Journal of Conflict Management 8, 99-113.
Olekalns, M., Horan, C., & Smith, P. (2014). Maybe it’s wrong: Structural and social determinants of Deception in negotiation. Journal of Business Ethics, 122: 89-102.
Olekalns, M., Kulik, C. T., & Chew, L. (2014). Sweet little lies; Social context and the use of deception In negotiation. Journal of Business Ethics, 120(1), 13-26.
Paalvola, (2014). Negotiation strategies and offers. Perceptions Mergers and acquisitions Advisors. Master Thesis.
Pruitt, D.G., & Lewis, S. A. (1975). Development of Integrative solution in bilateral negotiations. Journal of Personality and Social psychology, 31, 621-630.
Pruitt, D. G., & Rubin, J. Z. (1986). Social conflict: Escalation, stalemate, and settlement. New York: Random House.
Pruitt, D.G. (1981). Negotiation Behavior, Academic Press, New York, NY.
Pon, (2014). Hard-bargaining tactics and negotiation skills. Retrieved on 20/6/2018.From https://www.pon.harvard.edu/daily/batna/10-hardball-tactics-in-negotiation/.
Rubin, J.Z. & Brown, B.R. (1975). The Social Psychology of Bargaining and Negotiation, Academic Press, New York, NY.
Shapiro, D.L., Sheppard, B.H., & Cheraskin, L. (1992). Business on a handshake. Negotiation Journal, 8(4), 365–377.
Stoshikj M & Greguš M. (2014). NSSs as a Solution to Negotiation Challenges in Enterprise Environment. 6th International Conference on Intelligent Networking and Collaborative Systems (INCoS-2014), September 10-12, Salerno, Italy:229-236.
Thompson LL, Wang J, & Gunia BC. (2010). Negotiation. Annual Review of Psychology 61:491-515.
Tremblay, J., (2016). From principled negotiation to interest based bargaining. Journal of Industrial and Business Management. 4, (2), 71-79.
Van Kleef, G.A., De Dreu, C.K.W. & Manstead, A.S.R. (2006), “Supplication and appeasement in Negotiations: The interpersonal effects of disappointment, worry, guilt, and regret”. Journal of Personality and Social Psychology, 91,124-42.
Walto, E. R., & Mickersie, R. B., (1992). Retrospective on the behavioral theory of labor Negotiations. Journal of organizational behavior. 13,277-285.
Walto, E.R.& Mickersie,R.B.(1965). A behavioral theory of Labor negotiations. An Analysis for a Social interaction system. New York: Mc Graw Hill.
Weingart, L.R., Thompson, L., Bazerman, M. and Carroll, J. (1990), “Tactical behavior and Negotiation outcomes”. International Journal of Conflict Management, 1, 7‐32.
Alavoine, C. (2012). You can’t always get what you want: strategic issues in negotiation. Procedia-Social and Behavioral Sciences, 58, 665-672.
Aquino, K., Freeman, D., Reed, I. I., Lim, V. K., & Felps, W. (2009). Testing a social-cognitive model of moral behavior: the interactive influence of situations and moral identity centrality. Journal of personality and social psychology, 97(1), 123.
Aquino, K., Becker, T. E. (2005). Lying in negotiations: How individual and situational factors Influence the use of neutralization strategies. Journal of Organizational Behavior, 26, 661-679.
Brewer, N., Mitchell, P., & Weber, N. (2002). Gender role, organizational status, and conflict management styles. International journal of conflict management, 13(1), 78-94.
De Dreu, C.K.W., Giacomantonio, M. & Mannetti, L. (2010). Interest issues and Psychological Distance in Integrative Negotiation. Journal of Personality and Social Psychology. 98(5),761-774.
De Cremer, D., Snyder, M. & Dewitte, S. ( 2001). “ The less I trust, the less I contribute ( or not)? The Effects of trust, accountability, and self-monitoring in social dilemmas”, European Journal of Social Psychology, 31, 93-107.
Druckman, D. (1994). “ Determinants of compromising behavior in negotiation”. Journal of Conflict Resolution. 38, pp.57-56.
Fells, R. (2016). Effective negotiation: From research to results. Cambridge University Press.
Fry, W., Firestone, & Williams, D. (1983). “ Negotiation process and outcome of stranger dyads and Dating couples: do lovers lose?”, Basic and Applied Social Psychology, 4, 1-16.
Goering, E.M., (1997). Integrative verses distribution in contract negotiation. An interaction analysis of Strategy use. Journal of business communication, 34, 383-400.
Greenhalgh, L., Neslin, S. a. & Gilkey, R. (1985). “ The effects of preferences, situational power, and Personality on the outcomes of buyer-seller negotiation”. Academic of Management Journal. 28, 9-33.
Greenhalgh, L. & Okun, R.L. (1998). “ Negotiation and Conflict Resolution.” InH. S. Friedman (ed.). Encyclopedia of Mental Health (pp. 759-773). San Diego: Academic Press.
Harinck, F. & De Dreu, C.K.W. ( 2004). negotiating interests or values and reaching integrative Agreements: the importance of time pressure and temporary impasses”. European Journal of Social Psychology. 34: 596-611.
Inhyun, Han, Seungwoo Kwon, Jonghoon Bae, Kyungdo Park, (2012). “ When are integrative tactics More effective? The moderating effects of moral identity and the use of distributive tactics”. International Journal of Conflict Management, 23(2), 133-150.
Jehn, K., Chadwick, C. & Thatcher, S. (1997). “ To agree or not agree: diversity, conflict, and group outcome”. International Journal of Conflict Management, 8, 287-306.
Kern, M.C., Brett, J. M. & Weingart, L. R. (2005). “ Getting the floor: motive-consistent strategy and Individual outcomes in multi-party negotiations”. Group Decision and Negotiation. 14:21-41.
Kelley, H. H., & Stahelski, A. J. (1970). Social interaction basis of cooperators' and competitors' beliefs about others. Journal of personality and social psychology, 16(1), 66.
Kimmel, M.J., Pruitt, D.G., Magenau, J.M., Konar-Goldband. E. & Carnevale, P.J.D. (1980). “ Effects of trust, aspiration, and gender on negotiation tactics”. Journal of personality and Social Psychology, 38,9-22.
Kochan, T. A., & Lipsky, D. B. (Eds.). (2018). Negotiations and change: From the workplace to society. Cornell University Press.
Kong, D. T. (2015). Narcissists’ negative perception of their counterpart’s competence and benevolence and their own reduced trust in a negotiation context. Personality and Individual Differences, 74, 196-201.
Lax, D.A. & Sebenius, J. K. (1986). The Manager as Negotiator: Bargaining for Cooperation and Competitive Gain, Free Press, New York, NY.
Lewicki, R. J. (1983). lying and deception: A behavioral model. Negotiating in organizations (pp. 68-90). Beverly Hills, CA: Sage.
Lewicki R, Barry B, Saunders D, Minton J (2003) Negotiation. McGraw Hill, New York.
Lewicki, R. J., & Litterer, J. A. (1985). Negotiation. Homewood, IL: Irwin.
Miles, E.W., & Clenney, E.F.. ( 2012). Extremely difficult negotiator goals: Do they follow the Predictions of Goal-setting theory? Organizational Behavior and Human Decision processes, 118( 2) 108-115.
Neale, M. A., Bazerman, M. H. ( 1991). Negotiator Cognition and Rationality. Free Press: New York.
Ohbuchi, K. & Fukushima, O., (1997). “ Personality and interpersonal conflict: aggressiveness, Self-monitoring, and situational variable”. International Journal of Conflict Management 8, 99-113.
Olekalns, M., Horan, C., & Smith, P. (2014). Maybe it’s wrong: Structural and social determinants of Deception in negotiation. Journal of Business Ethics, 122: 89-102.
Olekalns, M., Kulik, C. T., & Chew, L. (2014). Sweet little lies; Social context and the use of deception In negotiation. Journal of Business Ethics, 120(1), 13-26.
Paalvola, (2014). Negotiation strategies and offers. Perceptions Mergers and acquisitions Advisors. Master Thesis.
Pruitt, D.G., & Lewis, S. A. (1975). Development of Integrative solution in bilateral negotiations. Journal of Personality and Social psychology, 31, 621-630.
Pruitt, D. G., & Rubin, J. Z. (1986). Social conflict: Escalation, stalemate, and settlement. New York: Random House.
Pruitt, D.G. (1981). Negotiation Behavior, Academic Press, New York, NY.
Pon, (2014). Hard-bargaining tactics and negotiation skills. Retrieved on 20/6/2018.From https://www.pon.harvard.edu/daily/batna/10-hardball-tactics-in-negotiation/.
Rubin, J.Z. & Brown, B.R. (1975). The Social Psychology of Bargaining and Negotiation, Academic Press, New York, NY.
Shapiro, D.L., Sheppard, B.H., & Cheraskin, L. (1992). Business on a handshake. Negotiation Journal, 8(4), 365–377.
Stoshikj M & Greguš M. (2014). NSSs as a Solution to Negotiation Challenges in Enterprise Environment. 6th International Conference on Intelligent Networking and Collaborative Systems (INCoS-2014), September 10-12, Salerno, Italy:229-236.
Thompson LL, Wang J, & Gunia BC. (2010). Negotiation. Annual Review of Psychology 61:491-515.
Tremblay, J., (2016). From principled negotiation to interest based bargaining. Journal of Industrial and Business Management. 4, (2), 71-79.
Van Kleef, G.A., De Dreu, C.K.W. & Manstead, A.S.R. (2006), “Supplication and appeasement in Negotiations: The interpersonal effects of disappointment, worry, guilt, and regret”. Journal of Personality and Social Psychology, 91,124-42.
Walto, E. R., & Mickersie, R. B., (1992). Retrospective on the behavioral theory of labor Negotiations. Journal of organizational behavior. 13,277-285.
Walto, E.R.& Mickersie,R.B.(1965). A behavioral theory of Labor negotiations. An Analysis for a Social interaction system. New York: Mc Graw Hill.
Weingart, L.R., Thompson, L., Bazerman, M. and Carroll, J. (1990), “Tactical behavior and Negotiation outcomes”. International Journal of Conflict Management, 1, 7‐32.
