Compare and contrast Research Paper Example | Topics and Well Written Essays - 500 words - 1

Compare and contrast - Research Paper Example To begin with, the integrative negotiation strategy is stipulated as expanding the agenda negotiation strategy. As the name suggests, it aims to expand the boundaries of the negotiation by bringing in new ideas and issues to the negotiation situation that did not previously exist. Through this strategy, the parties are able to trade issues that are less important to them while retaining the more relevant issues to them and hence achieve the outcome they needed in the negotiation (Hatfield, Agoglia & Sanchez, 2008). Problem solving approach is the second form of an integrative negotiation strategy. This is a learning approach that is mainly aimed at identifying the interests of the involved parties and gathering information aimed at coming up with new solutions to the involved parties in the negotiation situation. It is mainly applied in an auditing negotiation situation whereby the auditor uses additional information to safeguard his desired outcome while still giving the client an avenue to feel that his objective was also achieved (Hatfield, Agoglia & Sanchez, 2008). Integrative negotiation strategy can be applied in the work setting whereby both parties will lose heftily if an agreement is not reached and where one party does not have undue influence over the other. An example is in negotiation situation involving a manufacturer and a sole supplier of its raw commodities. The two parties need each other and hence problem solving or expanding the agenda using data collection will have to be employed to come up with a decision that favors both parties (Hatfield, Agoglia, & Sanchez, 2008). In contrast, a distributive negotiation strategy is achieved using the interplay of three principles; conceding, compromising or contending. When contending is applied in a negotiation situation, it is mainly aimed at making the other party comply or resisting