Distributive versus Integrative Approaches to Negotiation: Experiential Learning through a Negotiation Simulation

Resumen

Negotiation is among the most frequently utilized means of resolving conflicts. Negotiation strategies are generally characterized as either distributive or integrative in nature. The present study presents a negotiation simulation designed to enable participants to experience the different behavioral and attitudinal outcomes which frequently result from adopting these contrasting approaches to negotiation. The primary advantages of this simulation are that it is generic to a number of negotiation contexts and time efficient. Based upon results obtained from a sample of 102 managers, this negotiation simulation is shown to be highly effective in introducing participants to distributive versus integrative approaches to negotiation.