When to Use Distributive vs. Integrative Negotiation Strategies?
The list of differences between these two negotiation strategies finally brings us to the most important question – which strategy should be used in which situation?
Considering the varying approach of these two strategies, distributive negotiation is best used when you have some strong advantage points and you’re in a good position to bargain. Contrary to this, integrative negotiation will be most beneficial in situations where your position is not strong but you still want to win something in the bargain.
Another determinant you can use for choosing the right negotiation strategy is whether the bargaining resource is limited or unlimited. If it’s limited you’ll certainly want to grab a bigger piece of the pie and thus, adopting the distributive strategy may be more advantageous.
It’s also advisable to look at the long term scenario and see whether you want a friendly or a competitive relationship with the other negotiators. If it’s just a matter of one deal and you think you will never need any sort of help from the other negotiators in the future – distributive negotiation is the way to go. However, when long term dependability among negotiators is noticeable, integrative negotiation strategy is the safest choice.
The end result of a negotiation is dependent completely on the stance the negotiators adopt, thus you must understand the difference between distributive and integrative negotiation strategies to make the right move on the negotiation table.