- A zero-sum negotiation, in which the parties compete over the distribution of the benefits of an agreement. This is also known as a "distributive" negotiation.
- An integrative or win-win negotiation, in which the parties cooperate to achieve maximum benefits by integrating their interests into an agreement. This is also known as an "integrative" negotiation.
Monday, March 22, 2010
Types of Negotiation
There are essentially two kinds of negotiation: