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Regular version of the site

Book chapter

Основные стратегии и тактики ведения переговоров

С. 23-33.
Зинчак Е. В., Степанцева А. А.

In the literature devoted to negotiations, two main types of bargaining are identified: distributive and integrative negotiations. Distributive negotiations - a strategy used when the parties concerned are trying to split or distribute value among themselves. By contrast, the integrative negotiations is a strategy used when the parties concerned are trying to create more value. Both strategies are usually illustrated and explained by comparison with the size of the pie"; for example, a distributive strategy involves the different ways that the pie can be divided between the parties concerned, whereas integrative strategy considers the ways in which the pie can be enlarged as much as possible and then divided between the parties concerned. There are also several effective tactics for each approach.