integrative negotiation definition

integrative negotiation

Inventive and cooperative negotiation based on the 'value creation' concept. It states that mutual problem solving (as opposed to 'winner-loser posturing' that may resulting in a deadlock or breakdown in negotiations) will yield considerable gains to each party. See also win-win negotiation.

integrative negotiation is in the HR, Teams, & Training and Negotiating & Conflict Resolution subjects.

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