What Is Integrative Negotiation?

Comprehensive negotiation means that both parties seek one or more solutions to achieve a win-win goal.

Comprehensive negotiation

Right!
Comprehensive negotiation means that both parties seek one or more solutions to achieve a win-win goal.
Chinese name
Comprehensive negotiation
Definition
Both parties seek solutions to achieve win-win goals
Features
Four characteristics
Strategy
Six strategies
The characteristics of comprehensive negotiation are mainly manifested in: [1]
The ultimate purpose of comprehensive negotiation is to win-win or even win. Common strategies are: [2]
Table 1 Comparison of distribution-type negotiation and comprehensive negotiation
Negotiation characteristics
Distributional negotiation
Comprehensive negotiation
Possible resources
Fixed amount allocated
Variable number assigned
Main motivation
You win, i lose
I win, you win
Main interest
Confrontation
Fusion or consistency
Focus of relationship
Short time
Long time

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