Integrative Complex Negotiation

　�、�. Distributive Negotiation

　　Jennifer E. Beer listed a set of distributive bargaining strategies in Culture at work:

　　1. Preparation 2. Opening offers

　　3. Exchange information and arguments 4. Concessions and decisions

　�、�. Integrative Negotiation

　　Integrative bargaining (綜合式談判即雙贏(yíng)) emphasizes joint gains.

　　By engaging in cooperative problem solving, the goal of integrative bargaining is to expand the pie so there's more for everyone.

　　Integrative bargainers tend to share information openly, and view other parties as a partner or teammate.

　　In all integrative negotiations, it's important to keep in mind the following tips of principled negotiation.

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