Integrative negotiation also c alled cooperative, collaborative, win-win, mutual gains, or difficulty solving (Lewicki, Barry, Saunders, 2007) - is a collaborative process in which parties constructively explore their differences, focusing on underlying interests and creative solutions that requite the needs of both sides (Levi, 2007). The phthisis of this process indicates a eminent concern for self and others (Rahim, 2000) or high importance of resolution and relationship (Lewicki & Hiam, 2006). Instead of using a bargaining methodology, the parties use a problem-solving methodology for resolving negates (Rahim, 2000). While other conflict management approaches assume the surface of the pie is finite, an combinative approach assumes the size of the entire pie can be increased (Rahim, 2000).
ADVANTAGES
Competition is proficient for the winners. In other words, for the majority of people in a distributive bargaining situation, competition is not a trustworthy thing. Integrative negotiation, on the other hand, creates a win-win situation for all parties by focusing on the joint resolution of problems (Rahim, 2000). The integrative styles emphasis on relationship allows parties in conflict to maintain or develop trust by means of mutual respect (Rahim, 2000), leading to stronger long-term relationship (Lewicki & Hiam, 2006).
In addition, the shared responsibility of problem solving leads to greater lading to decisions (Rahim, 2000). Collaborative effort enhances the probability of successful negotiations by reject groupthink and enabling parties to look at problems from multiple perspectives. This allows the parties to find the objective causes of conflict, thus avoiding type III errors to arrive at operational and creative solutions (Rahim, 2000). It can also help develop or support an organizational culture that supports openness, diverse viewpoints, continuous questioning, and study sharing (Rahim, 2000). As a result, organizations deal better with future...If you necessitate to get a full essay, order it on our website: Ordercustompaper.com
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