Sofema Aviation Services (SAS) www.sassofia.com considers the key difference between two types of negotiation strategy.
Introduction – Quick Take
Whilst Distributive Negotiation is considered a negotiation strategy in which a fixed amount of resources (In our case let’s consider this as the elements which go into our aircraft lease agreement) are divided between the different parties.
Integrative Negotiation on the other hand is a type of negotiation in which mutual problem-solving technique is used to enlarge the assets, that are to be divided between parties. So in the context of our Lease discussions Integrative negotiation can be employed to explore the shared interests or opportunities to realize mutual gains across multiple issues. (Think Cabin Configuration)
Distributive Negotiation
- Is also known as ‘Positional’ or ‘Competitive’ or ‘Fixed Pie’ or ‘Win-Lose’ Negotiation.
- It is a type or style of negotiation in which the parties compete for the distribution of a fixed amount of value.
- The involved parties in a ‘distributive negotiation’ have a ‘win-lose’ attitude towards reaching the goal and are based on an attempt to divide up a fixed pie or amount of resources for oneself.
- Involves holding on to a fixed idea, or position, of what you want and arguing for it and it alone, regardless of any underlying interests.
Additional Comments – The primary focus in such a type of negotiation strategy is on achieving immediate goals, with little or no regard for building future relationships.
Typically no new creative solution is reached in such negotiations as the parties spend the least possible time and energy in resolving the conflict.
The outcome of the negotiation is reached by a presentation of fixed solutions and a decision or choice is made quickly.
Integrative Negotiation
- Also known as ‘Interest-based’ or ‘Cooperative’ or ‘Win-Win’ or ‘Non-zero Sum’ Negotiation.
- It is a type or style of negotiation in which the parties cooperate to achieve a satisfactory result for both.
- The involved parties in an ‘integrative negotiation’ have a ‘win-win’ attitude towards reaching the goal and attempt to strive not just for their own outcomes, but for favorable outcomes for both sides.
- Integrative Negotiation involves reaching an agreement whereby consideration is given to the interest of both sides which includes for example the needs, desires, concerns, and fears important to each side.
Win-Win Negotiation Strategies
Integrative Negotiation typically involves reaching an agreement keeping into consideration both the parties’ interests which includes the various needs, desires, and concerns which are important to each side.
- Is also known as ‘Interest-based’ or ‘Cooperative’ or ‘Win-Win’ or ‘Non-zero Sum’ Negotiation.
- It is a type or style of negotiation in which the parties cooperate to achieve a satisfactory result for both.
- The involved parties in an ‘integrative negotiation’ have a ‘win-win’ attitude towards reaching the goal and attempt to strive not just for their own outcomes, but for favorable outcomes for both sides.
Next Steps
Sofema Aviation Services (www.sassofia.com) and Sofema Online (www.sofemaonline.com) offer multiple soft skills training including the following course: Aviation Leadership and Management Skills Development – Developing Negotiation Skills – 1 Day
Please see the following link
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Aviation Leadership, Management Skills, SAS blogs, Negotiation Strategy, Negotiation, Distributive Negotiation, Integrative Negotiation, Win-Win Negotiation
