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Bargaining Characteristic Distributive Bargaining Integrative Bargaining Goal Motivation Focus Interests Information Sharing
Bargaining Characteristic Distributive Bargaining Integrative Bargaining Goal Motivation Focus Interests Information Sharing
Goal Get as much of the pie as Expand the pie so that both
possible parties are satisfied
Motivation Win-lose Win-Win
Focus Positions (I cant go beyond this Interests (Can you explain why
point on this issue) this issue is important to you)
Interests Opposed Congruent
Information Sharing Low (sharing information will High (sharing information will
only allow other party to take allow each party to find ways to
advantage) satisfy interests of each party)
Short term Long term
Duration of relationship