Negotiation & Persuasion

Reach agreement without losing yourself

Novice

Mastery0%

Novice

Concept 15 of 19

framework

Distributive vs integrative bargaining

Splitting a fixed pie versus baking a bigger one together.

Definition

Two basic modes of negotiation: distributive splits a fixed pie, integrative grows it through trades across issues.

Step 1

In one or two sentences, what do you think this concept means? Wrong is fine; the small struggle is what makes the answer stick.