HRPD710 Understanding Negotiation PhilosophiesA Rose By Any Other Name....

The 2 MAIN [categories of] Negotiation philosophies can go by different names.

Each name conveys an element about a principle[s] regarding the nature of that philosophy [or perspective].

The Assignment requires you to complete the Chart below. Discover the different names and explain what meaning it conveys.

I have provided the first.

NAME OF TYPE OF NEGOTIATION PHILOSOPHY

WHY IS IT CALLED THAT? What does it tell you about the perspective/philosophy?

Distributive Negotiation Involves allocating, or deciding, via negotiations, how limited resources will be "shared", allocated, [i.e. distributed]. Intention is to get as much as you can.

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NAME OF TYPE OF NEGOTIATION PHILOSOPHY

WHY IS IT CALLED THAT? What does it tell you about the perspective/philosophy?

Integrative Negotiations Involves "combining" [i.e. integrating/amalgamating] ideas to arrive at a creative outcome - one that neither party alone could have come up with.

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