Integrative negotiation assumes there is a fixed amount of value -- a“fixed pie” to be divided between the parties, while distributive negotiationoften attempts to create value in the course of the negotiation -- expand the pie.
Integrative negotiation assumes there is a fixed amount of value -- a“fixed pie” to be divided between the parties, while distributive negotiationoften attempts to create value in the course of the negotiation -- expand the pie.
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