International Research journal of Management Science and Technology

  ISSN 2250 - 1959 (online) ISSN 2348 - 9367 (Print) New DOI : 10.32804/IRJMST

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AN ANALYTICAL STUDY ON BUSINESS NEGOTIATION

    1 Author(s):  PAYUSH

Vol -  3, Issue- 3 ,         Page(s) : 171 - 182  (2012 ) DOI : https://doi.org/10.32804/IRJMST

Abstract

Distributive bargaining, also known as positional bargaining, is a negotiating process in which the parties view the resources as limited and therefore try to exploit the other party to gain by their loss. This hard-nose style is bound to leave a bad taste in any negotiator’s mouth. There is however another way, which is gaining support. Integrative bargaining is the process by which the negotiating parties focus on interests and not positions, gathering information to find a mutually beneficial solution. The resulting solution often “expands the pie” allowing greater gains by both parties.¬ Greater benefits for both parties are generally attributed with the attractiveness of this method.¬

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