Integrative Paper


Question Description

Assignments for Negotiation Class

Integrative Papers

The Integrative Paper should synthesize significant insights that you have learned from course materials (readings, class discussions, presentations, etc.) over the course of several weeks. The papers should discuss theories, concepts, and the tools that have been considered in the class, your personal reflections on them, as well as potential applications in examples of past, present, or future negotiations. For this paper, you are not required to cite any work outside of the course materials, though you can if you want to. The papers should be written as formal academic papers, with an introduction, main body and a conclusion. The papers should be in MS Word, 7 pages in length, double spaced, Times New Roman, 12-point font.

Required Texts and Material: (open the attachment)

Lewicki, R.J., Saunders, D.M., Minton, J.W.,and Barry, B. Essentials of Negotiation. 6 th Edition. New York, NY: McGraw-Hill/Irwin.

Readings, and Class Discussions

Daniel L. Shapiro,“Emotions: Emotions in Negotiation: Peril or Promise?”, Marquette Law Review, Volume 87, Issue 4 Special Issue Article 12

Tags: UF

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Tutor Answer

School: Boston College


Negotiation Skills; Theories, Concepts, and Tools

Overview of Main Concepts and Theories


Introduction of main concepts and reflective exercise
Distributive Bargaining


Process, theories and concepts of distributive bargaining
Integrative Negotiations


Process, theories and concepts of distributive bargaining


Summary of main points



Negotiation Skills; Theories, Concepts, and Tools



Negotiation Skills; Theories, Concepts, and Tools
The course has enlightened and influenced me in a big way, especially on the dynamics
of professional relationships and negotiations. It had also helped me gain a deeper understanding
of the intricacies and various concepts of negotiation that I did not know much about when we
began the course. I have come to appreciate the important role of understanding your opponent
as well as yourself when it comes to negotiations. The entire process can take various forms
driven by the interests of the parties and learning how to read the small and sometimes not so
obvious hints; I have come to discover, could mean the difference between success and failure.
One of the concepts relates to distributive bargaining, which Lewicki et al. (2016)
describe it as a win-lose or competitive bargaining. In such a scenario, the goals of one side are
conflicting with those of the other. The resources are few and fixed, and each side wants to
maximize its share. The result of such a state is that each party will employ various tactics to try
and maximize their outcomes or share. One common strategy used by the parties during
distributive bargaining is to closely guard any information; they would each provide information
to the other party where they feel it provides them with a strategic advantage. Because it is quite
competitive, each side should get information from the other and boost their negotiation power.
Overview of Main Concepts and Theories
The other main concept that we have learned under negotiation is integrative negotiation,
which is also known as win-win, mutual-gains, or interest-based. It is described as the situation
that allows both sides to meet their objectives. The objectives of the parties are not mutually
exclusive when one side meets its goals; the other is not blocked from reaching theirs. In an
integrative negotiation at the beginning, the process may seem competitive and similar to a



distributive type that is a win-lose tussle. The difference, however, comes in the form of
discussion and mutual exploration, which often provides alternatives where both parties stand to
gain. Integrative negotiation is based on the premise that negotiations do not need to have
winners and losers; all parties can benefit. The focus is on a win-win scenario as opposed to a
win-lose one where the parties go...

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