Differences between Distributive Negotiation and Integrative Negotiation

Distributive negotiation is a competitive negotiation strategy used when the parties seek to distribute a fixed resource, such as money, assets, etc., between themselves. It is also known as zero-sum or win-lose negotiation, in the sense that the parties in negotiation try to claim the maximum share for themselves and due to this, one party wins or reaches its goals, and the other one loses.
Distributive negotiation is chosen by competitive communicators when there is a lack of mutual trust and cooperation. Therefore, it is often considered the best approach to negotiating.
Integrative negotiation implies a collaborative negotiation strategy in which parties seek a win-win solution to settle the conflict.
In this process, the parties' aims and goals are likely to be integrated in such a way that creates a combined value for both parties, thus enlarging the pie. Furthermore, it stresses reaching a mutually beneficial and acceptable outcome, keeping in mind the interests, needs, concerns, and preferences of the parties concerned.
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