CASE STUDY ANALYSIS ON TYPE OF NEGOTIATIONS Submitted to: Ms.

Ramani Submitted by: Akanksha Kalia

This article clearly describes the different sorts of negotiation one faces at the different times. Negotiations are part of the minutest things in the daily life and so one comes across all sorts of negotiations at all the times. This article broadly describes negotiation into two major categories Distributive Integrative

Distributive negotiation involves two or more parties in competition for a fixed amount of value, there each sides goal is to claim as much value as possible. Distributive negotiation strives on the win loss situation. Since each party is self centred and wishes to maximize its own profits, one obviously faces profit and other is at loss. For example, selling a rug at street bazaar, value gained by one party is unavailable to another. Integrative negotiation is all about creating and claiming value. Through collaboration and information sharing parties look for opportunities to satisfy key objectives of each, recognizing that they will probably have to give ground on other objectives. This situation particularly is a misnomer, because with the parties coming down to one solution, but theres an element of compromise, because benefits zero down to one solution. Such negotiation is what is most commonly used in the business firms for major decision making. But in these negotiating situations, a negotiator faces a situation where they must determine which game to play; aggressively claim the value currently on the table (and possibly come out as a loser) or work with the other side to create even better opportunities that can be shared. This situation is called a negotiators dilemma. This is faced by most negotiators, be it be a regular scenario in our daily life or by negotiators of business fraternity. But in reality, a situation doesnt only involve only distributive or integrative negotiation, but actually negotiation involves many parties and multiple phases, this is called as multiphased and multipartied negotiations. Multiphased negotiations is done at different phases and the negotiation is also of different sorts, Whereas multipartied negotiation as the name explains negotiating and striking a deal with several parties. The points to remember when dealing with the multiphased negotiations is that , one should use the early phases to build trust and to become familiar

with the other parties and if the multipartied negotiations are to be taken into account one should consider the benefits of forming a coalition to improve the bargain power