How do you identify which type of exchange you are entering into?

In this document you will outline the key similarities and differences between distributive bargaining and integrative negotiation. How do you identify which type of exchange you are entering into? How do you respond? How do you strategize? The key lies in proper preparation.
Suggested Organization
–Similarities and Differences between Bargaining and Negotiation
–Elements of Distributive Bargaining (settlement point, bargaining mix, strategies, discovering & influencing resistance points)
–Elements of Integrative Negotiation (negotiation process, types of interests, free flow of info, approaches (ie logroll, modify the pie, expand the pie, finding bridges, cutting costs, nonspecific compensation, superordination))
Our text: Lewicki, R.J., Barry, B., and Saunders, D.M. (2011). Essentials of Negotiation, 5th ed. (New York: McGraw-Hill Irwin).
ISBN-13: 978-0073530369

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