Negotiation Outcome Matrix

Topics: Negotiation, Game theory, Bargaining Pages: 2 (256 words) Published: December 10, 2013
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Negotiation Outcome Matrix

Negotiation Outcome Type
Definition
Associated Negotiation Type
(distributive bargaining or integrative negotiation)
Example
Win–win
“…win–win situations such as those that occur
when parties are trying to find a mutually acceptable solution to a complex conflict” (Lewicki, et. al., 2010, p. 3) The associated negotiation type of a win-win is integrative negotiation. An example of an integrative negotiation is planning a wedding. Both the groom and the bride’s family should be happy and enjoy the wedding. Both sides win and both the bride and the grooms goals are accomplished (Lewicki, et. al., 2010). Win–lose

“Parties compete against each other because they believe
that their interdependence is such that goals are in opposition and both cannot simultaneously achieve their objectives” (Lewicki et. al., 2010, p. 19).
The associated negotiation type of a win-lose is distributive bargaining. An example of a win-lose negotiation is a judicial decision. The issue will be debated and negotiated but only one party will win. Compromise

“…both sides will modify their opening position in order to reach an agreement. This movement may be toward the “middle” of their positions, called a compromise” (Lewicki et. al., 2010, p. 7-8). The associated negotiation type of a compromise is integrative bargaining An example of a compromise is if one person wanted to open a window and the other did not. The two would meet in the middle and agree to open the window only half way,

References

Lewicki, R. J., Barry, B., & Saunders, D. M. (2010). Negotiation (6th ed.). New York, NY: McGraw-Hill

References: Lewicki, R. J., Barry, B., & Saunders, D. M. (2010). Negotiation (6th ed.). New York, NY: McGraw-Hill
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