Negotiation strategies are closely linked to the five conflict management strategies and there are two types of negotiation strategies. Each strategy reflects the values that interested parties bring to resolving differences. => The integrative approach is comparable to the collaborative form of conflict management in that it focuses on trying to find a solution that is best for both parties. Integrative negotiations focus on shared interests instead of positions and seek to create win-win resolutions. => The distributive approach assumes there will be winners and losers and parties may see one another as competitors, or worse, adversaries. Distributive negotiations often focus on positions and see interests as a “fixed pie” to be divided among interested parties. This approach encompasses the accommodating, avoiding, compromising, and forcing conflict management strategies. In these situations, one or both parties must sacrifice some of their concerns to resolve the conflict.
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