Essay about The Integrative And Distributive And Integrative

1428 Words Sep 19th, 2016 6 Pages
Session 2 Paper
Keith D. Wright
Professor Mrazek
LED 520
Colorado Christian University
Sep 18, 2016

The ability to effectively negotiate is a skill that is needed for normal everyday life. Whether bargaining with management for time off, raises and bonuses or negotiating with spouses over who is going to pick the kids up or who is going to cook dinner, negotiations occur in everyday life. “Negotiations take place every day, in many places, about many things. Negotiating is a life skill. It’s about gaining value for yourself, but having the other party win something, too, ” claimed (Manas, 2015). This paper will examine the characteristics of two types of negotiating that people use everyday: distributive and integrative. In addition, this paper will compare the integrative and distributive approaches to a Christian worldview. The first type of negotiating that will be examined is the distributive negotiation model also refereed to as the “zero sum” negotiation. This type of bargaining is demonstrated when there is a set or fixed amount of resources and it is based on the premise of whatever one party gains, the other party gives up. According to (Aaron, 2007), the mentor of the negotiating outcomes, “In a distributive negotiation, parties compete over the distribution of a fixed sum of value. The key question in a distributed negotiation is, who will claim the most value?” (p. 4). The basic principle of the distributive model is that one…

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