Ch 3: Distributive & Integrative Bargaining

About This Chapter

Boost your confidence before taking an important exam by checking out this chapter on integrative and distributive bargaining. Each lesson is followed by a short, multiple-choice quiz that can help you identify any areas that need more study before test day.

Distributive & Integrative Bargaining - Chapter Summary

This interesting chapter covers distributive and integrative bargaining, including bargaining strategies used in conflict resolution and real-world examples of distributive bargaining. The lessons also look at the seven influence tactics used in organizational behavior and and the influence of BATNA on power during negotiations. You can take your time as you complete these lessons and review the lessons as many times as you need to master these concepts. Feel free to reach out to one of our instructors with any questions you might have. After completing this chapter, you should be ready to:

  • Define hardball negotiation tactics and explain how to respond to them
  • Give an example of positional bargaining
  • Describe the applications of game theory
  • Differentiate between positive, negative and zero sum games
  • Provide a definition for integrative bargaining
  • Use strategies to focus on interests during integrative negotiation
  • Explain the method associated with principled negotiation
  • Outline brainstorming and other big picture thinking strategies
  • Evaluate alternatives in negotiation objectively
  • Detail the role of disclosure and trust in negotiation

15 Lessons in Chapter 3: Distributive & Integrative Bargaining
Test your knowledge with a 30-question chapter practice test
Bargaining Strategies in Conflict Resolution: Distributive and Integrative Bargaining

1. Bargaining Strategies in Conflict Resolution: Distributive and Integrative Bargaining

Bargaining is a joint process of finding a mutually acceptable solution to a complex conflict. There are two types of bargaining that can be used by individuals daily in an organizational environment.

What is Distributive Bargaining? - Definition & Examples

2. What is Distributive Bargaining? - Definition & Examples

When two competitive people negotiate over how to split a pie, there's usually a winner (bigger piece) and loser (smaller piece). In this lesson, we'll examine the use of distributive bargaining in negotiations and provide examples.

The Seven Influence Tactics Used in Organizational Behavior

3. The Seven Influence Tactics Used in Organizational Behavior

Power is not always used where we can see it. Sometimes, it is more a part of a person's actions than someone directly telling you to do something. In this lesson, we will address different power tactics and how they are sometimes used in the workplace.

How BATNA Influences Power During Negotiations

4. How BATNA Influences Power During Negotiations

Your BATNA (best alternative to a negotiated agreement) can be the ace up your sleeve when you walk into the bargaining room. In this lesson, we'll examine the best way to use your BATNA for maximum power in a negotiation.

Hardball Negotiation Tactics: Definition & Examples

5. Hardball Negotiation Tactics: Definition & Examples

When people hear the term 'hardball negotiations,' they may think someone is being forceful or even a little dishonest. In this lesson, we'll examine what this really means in business and give some examples.

How to Respond to Hardball Negotiation Tactics

6. How to Respond to Hardball Negotiation Tactics

In a negotiation, the other party might try to press your emotional buttons through a variety of forceful tactics—welcome to hardball. In this lesson, we'll examine the best ways to recognize and counter hardball negotiation tactics.

What is Positional Bargaining? - Definition & Examples

7. What is Positional Bargaining? - Definition & Examples

Sometimes, negotiations don't always end in a clear winner, and sometimes, that is acceptable. This lesson will discuss positional bargaining and provide examples of its use.

Game Theory: Examples & Applications

8. Game Theory: Examples & Applications

In this lesson, you can explore the concept of game theory. Learn the definition, then take a look at a couple of examples: the prisoner's dilemma and the car-buying process.

Game Theory: Positive, Negative & Zero Sum Games

9. Game Theory: Positive, Negative & Zero Sum Games

Game theory can help describe the reasons that businesses choose to cooperate with or compete against each other. This lesson explores some of the game conditions that impact business negotiations.

What is Integrative Bargaining? - Definition & Examples

10. What is Integrative Bargaining? - Definition & Examples

If your goal in a negotiation is a win-win solution where you and the other party can remain friends, maybe integrative bargaining is your style. In this lesson, we define integrative bargaining and give some real-world examples.

Strategies for Focusing on Interests During Integrative Negotiation

11. Strategies for Focusing on Interests During Integrative Negotiation

With emotions and bias running high in bargaining, it's easy for focus to shift to the negotiators instead of where it should be, on the party's interests. In this lesson, we'll examine strategies for focusing on interests during negotiation.

Principled Negotiation: Definition, Method & Example

12. Principled Negotiation: Definition, Method & Example

If you believe that negotiation is a win-at-all-costs slug fest, principled negotiation might not be for you. In this lesson, we'll examine principled negotiation (also known as interest-based) and provide usage examples.

Brainstorming & Other Big Picture Thinking Strategies

13. Brainstorming & Other Big Picture Thinking Strategies

Brainstorming, removing boundaries and focusing on possibilities are just a few ways to increase big picture thinking in a business. This lesson focuses on coming up with innovative, fresh ideas and solutions in business.

How to Objectively Evaluate Alternatives in Negotiation

14. How to Objectively Evaluate Alternatives in Negotiation

In a negotiation where emotions and bias might run high, what's the best way to objectively evaluate alternatives proposed by the other side? In this lesson, we'll examine criteria to use for making an objective evaluation.

The Role of Trust & Disclosure in Negotiation

15. The Role of Trust & Disclosure in Negotiation

Should you build trust at the bargaining table by laying out all your cards in the beginning, or is there a better way? In this lesson, we'll examine how trust and disclosure interact in a negotiation and discuss effective strategies.

Chapter Practice Exam
Test your knowledge of this chapter with a 30 question practice chapter exam.
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Practice Final Exam
Test your knowledge of the entire course with a 50 question practice final exam.
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