Describe the two primary approaches to bargaining

An agreement can be reached through negotiation between two or more parties in order to resolve differences and prevent conflict. Moreover, mutually beneficial negotiations are interventions in which both parties are content with the choice that was reached (Acheson, 2016). This strategy is the most preferable since it divides the available resources fairly among the two parties, resulting in a win-win outcome. This method’s primary goals are to optimize joint results, foster cooperation, group problem-solving, and information sharing.

The distribute negotiation is akin to the second strategy. Just one party can succeed with this strategy at the expense of another (Rubin, & Brown, 2013). The available or fixed resources are dispersed so that one side gets more while the other side acquires less creating a win-lose situation. The method is dominated by maximizing one’s interest. The strategies in the approach include withholding and forcing information as well as manipulation.

What are the primary differences in the process and intended outcomes?

The primary difference between integrative and distributive approach are; in integrative negotiation, there is the use of collaborative approach where else in distributive bargaining uses competitive strategies (Rubin, & Brown, 2013). The individual profits and self-interest motivate the parties in the distributive negotiations unlike in integrative approach where gain and mutual interest turns as a motivation for the parties that are involved. In addition, multiple issues are discussed at a time in integrative negotiation unlike in distributive bargaining where only one item is taken into account at a time (Acheson, 2016).

Is this more an issue of philosophy or personality? Which would you prefer and why?

These matters focus more on philosophy as the fundamental concern is knowledge and reasoning (Rubin, & Brown, 2013). The best conciliation approach is integrative negotiation as its keys strategy is to settle disputes through providing an acceptable mutual solution (Acheson, 2016). Similarly, the communication climate is constructive, open and it can be used when the parties involved aims at developing a long-term relationship with one another.

References

Acheson, D. (2016). 6 Negotiation dynamics. International Negotiation: Process and Strategies, 107.

Rubin, J. Z., & Brown, B. R. (2013). The social psychology of bargaining and negotiation. Elsevier.