chap 3 and chap 12 negotiation by Nguyen Cong Tuan (K16_HL) https://padlet.com/tuannche160514/6jro2ok8tvfcvaev en-us 2022-11-07 07:29:52 UTC 2026-01-16 02:09:48 UTC hello@padlet.com https://padlet.net/icons/png/1f618.png CHAPTER 3 hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372605254 2022-11-07 07:32:37 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372605254 2. Key Steps in the Integrative Negotiation Process (TUẤN) tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372608764 2022-11-07 07:35:19 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372608764 An Overview of the Integrative Negotiation Process hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372609004 2022-11-07 07:35:31 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372609004 Creating a Free Flow ofInformation hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372612645 2022-11-07 07:38:19 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372612645 Step 1: Identify and Define the Problem tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372614245 2022-11-07 07:39:18 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372614245 Attempting to Understand theOther Negotiator’s Real Needs andObjectives hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372614393 2022-11-07 07:39:27 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372614393 Emphasizing the Commonalitiesbetween the Parties andMinimizing the Differences hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372615454 2022-11-07 07:40:22 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372615454 Searching for Solutions That Meetthe Needs and Objectives of BothSides hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372616263 2022-11-07 07:41:04 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372616263 tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372616287 Define the Problem in a Way That Is Mutually Acceptable to Both Sides]]> 2022-11-07 07:41:04 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372616287 Negotiators must create conditions for a free and open discussion of all related issuesand concerns hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372616912 2022-11-07 07:41:32 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372616912 Negotiators need to be aware of each other's alternatives hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372617278 2022-11-07 07:41:51 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372617278 tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372617461 State the Problem with an Eye toward Practicality and Comprehensiveness]]> 2022-11-07 07:41:58 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372617461 When negotiators are aware of the possibility that the other’s prioritiesare not the same as their own, this can stimulate the parties to exchangemore information, understand the nature of the negotiation better, andachieve higher joint gains hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372618003 2022-11-07 07:42:25 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372618003 tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372618274 State the Problem as a Goal and Identify the Obstacles to Attaining This Goal]]> 2022-11-07 07:42:38 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372618274 Negotiators may differ in their ability to differentiate needs and interestsfrom positions. The more experienced party may need to assist the lessexperienced party in discovering his or her underlying needs andinterests. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372618578 2022-11-07 07:42:53 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372618578 tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372619452 Depersonalize the Problem]]> 2022-11-07 07:43:18 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372619452 Negotiators not only to define and pursue their own goals but also tobe mindful of the other’s goals and to search for solutions that satisfyboth sides. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372619752 2022-11-07 07:43:33 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372619752 They must create a free and open flow of information and use theirdesire to satisfy both sides as a guide to structure their dialogue. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372620072 2022-11-07 07:43:48 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372620072 tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372620250 Separate the Problem Definition from the Search for Solutions]]> 2022-11-07 07:43:56 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372620250 Step 2: Surface Interests and Needs tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372620995 2022-11-07 07:44:27 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372620995 Assessing the Quality of the Agreement hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372621080 2022-11-07 07:44:31 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372621080 Objective outcomes should be assessed against the extent to which both parties’interests and needs were met by the agreement hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372621723 2022-11-07 07:44:52 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372621723 Step 3: Generate Alternative Solutions tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372622242 2022-11-07 07:45:14 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372622242 The subjective value of the agreement is more important in integrative negotiations thandistributive bargaining because of the long-term relationship between the parties hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372622504 2022-11-07 07:45:29 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372622504 Step 4: Evaluate and Select Alternatives tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372622554 2022-11-07 07:45:31 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372622554 Factors That Facilitate Successful Integrative Negotiation hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372623404 2022-11-07 07:46:12 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372623404 tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372623542
  • a key to achieving an integrative agreement is the ability of the parties to understand and satisfy each other’s interests

    • ]]>     2022-11-07 07:46:17 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372623542     Some Common Objective or Goal hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372624252 2022-11-07 07:46:52 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372624252 tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372624575
  • Interests are the underlying concerns, needs, desires, or fears that motivate a negotiator to take a particular position

    • ]]>     2022-11-07 07:47:05 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372624575     Faith in One’s Problem-SolvingAbility hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372624613 2022-11-07 07:47:06 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372624613 A Belief in the Validity of One’sOwn Position and the Other’sPerspective hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372624961 2022-11-07 07:47:26 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372624961 Types of Interests tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372625254
    • Substantive interests: are related to focal issues that are under negotiation—economic and financial issues such as price or rate, or the substance of a negotiation such as the division of resources
    • Process interests: are related to how the negotiation unfolds
    • Relationship interests speak to the value of the ongoing relationship between the parties and the future of that relationship
    ]]>     2022-11-07 07:47:40 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372625254     The Motivation and Commitmentto Work Together hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372626527 2022-11-07 07:48:47 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372626527 Some Observations on Interests tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372627760
  • There is almost always more than one type of interest underlying a negotiation.
  • Parties can have different types of interests at stake.
  • Interests often stem from deeply rooted human needs or values. 
  • Interests can change.
  • Surfacing interests
  • Surfacing interests is not always easy or to one’s best advantage

    • ]]>     2022-11-07 07:49:50 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372627760     Clear and Accurate Communication hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372628393 2022-11-07 07:50:24 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372628393 techniques: tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372629883
  • Redefine, recast, or reframe the problem
  • takes the problem as given and creates a long list of options from which the parties can choose

    • ]]>     2022-11-07 07:51:38 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372629883     An Understanding of the Dynamicsof Integrative Negotiation hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372630289 2022-11-07 07:51:59 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372630289 Inventing Options: Generating Alternative Solutions by Redefining the Problem or Problem Set tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372630930
  • Compromise: stay the same and not choose any Alternative Solutions
  • Logroll: choose the solution that have the best solution for both parties - often done by trial and error
  • Expand the Pie: when the resources isn't enough to satisfy anyone, we need to add more resources in such a way that both sides can achieve their objectives
  • Modifying the Resource Pie: when the additional resources are scarce, we have to 
  • Find a Bridge Solution: When the parties are able to invent new options that meet all their respective needs they have created a bridge solution
  • Nonspecific Compensation: satisfy one’s objective compensate the other person for accommodating his/her interests (depend on his/her demand). 
  • Cut the Costs for Compliance: Through cost cutting, one party achieves her objectives and the other’s costs are minimized if she agrees to go along
  • Superordination: Superordination solutions occur when “the differences in interest that gave rise to the conflict are superseded or replaced by other interests”

    • ]]>     2022-11-07 07:52:30 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372630930     A common goal is one that all parties share equally, each one benefitingin a way that would not be possible if they did not work together hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372634318 2022-11-07 07:55:06 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372634318 A joint goal is one that involves individuals with different personal goalsagreeing to combine them in a collective effort. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372634865 2022-11-07 07:55:34 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372634865 A shared goal is one that both parties work toward but that benefitseach party differently hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372634954 2022-11-07 07:55:39 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372634954 Generating Alternative Solutions to the Problem as Given tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372637435 Brainstorming: 
    1. void judging or evaluating solutions
    2. Separate the people from the problem
    3. Be exhaustive in the brainstorming process
    4. Ask outsiders
    ]]>     2022-11-07 07:57:50 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372637435     Parties who believe they can work together are more likely to be able to do so. Those who do not sharethis belief in themselves and others are less willing to invest the time and energy in the potential payoffsof a collaborative relationship, and they are more likely to assume a contending or accommodatingapproach to negotiation. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372637713 2022-11-07 07:58:05 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372637713 Integrative negotiation requires negotiators to accept both their own and the other’s attitudes, interests,and desires as valid. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372639201 2022-11-07 07:59:00 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372639201 If one challenges the other party’s views, he or she may become angry, defensive, and unproductive in theproblem-solving process hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372639783 2022-11-07 07:59:33 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372639783 For integrative negotiation to succeed, the parties must be motivated to collaborate rather than tocompete. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372641431 2022-11-07 08:01:10 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372641431 Share information and encourage reciprocity. One approach is tosuggest to the other negotiator that you are willing to describe yourneeds and interests if he agrees to share his as well. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372643972 2022-11-07 08:03:21 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372643972 Negotiate multiple issues simultaneously. Negotiating several offerssimultaneously allows negotiators to identify relative priorities of theother negotiator, as well as obtain some information about hisinterests. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372644403 2022-11-07 08:03:42 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372644403 Make multiple offers at the same time. A third approach to obtaininginformation when the other party is distrusting is to make two or threeoffers at the same time. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372644875 2022-11-07 08:04:01 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372644875 Trust hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372648630 2022-11-07 08:07:11 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372648630 Another precondition for high-quality integrativenegotiation is clear and accurate communication. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372650471 - They must be willing to reveal what they want and, moreimportant, must be willing to state why they want it inspecific, concrete terms, avoiding generalities andambiguities.
    - Negotiators must understand communication. At aminimum, they must understand the meaning they eachattach to their statements; hopefully, the parties eachinterpret the basic facts in the same way
    - The communicator must be willing to test whether theother side has received the message that was intended.]]>     2022-11-07 08:08:48 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372650471     Narrow the Range of Solution Options tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372651466 2022-11-07 08:09:35 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372651466 Evaluate Solutions on the Basis of Quality, Standards, and Acceptability tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372651992 2022-11-07 08:10:00 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372651992 Negotiators frequently assume that the distributive bargaining process is the only way to approachnegotiations. Several studies indicate that training in integrative negotiation enhances the ability ofthe parties to negotiate integratively hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372652137 2022-11-07 08:10:07 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372652137 Agree to the Criteria in Advance of Evaluating Options tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372652539 2022-11-07 08:10:29 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372652539 Why Integrative Negotiation IsDifficult to Achieve hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372654793 2022-11-07 08:12:25 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372654793 Be Willing to Justify Personal Preferences tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372655061 2022-11-07 08:12:39 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372655061 Integrative negotiation is acollaborative process in which theparties define their commonproblem and pursue strategies tosolve it hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372655888 2022-11-07 08:13:09 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372655888 The History of the Relationshipbetween the Parties hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372656205 2022-11-07 08:13:25 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372656205 Be Alert to the Influence of Intangibles in Selecting Options tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372656225 2022-11-07 08:13:26 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372656225 A Belief That an Issue Can Only BeResolved Distributively hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372656653 2022-11-07 08:13:49 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372656653 The Mixed-Motive Nature of MostNegotiating Situations hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372656966 2022-11-07 08:14:09 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372656966 Explore Different Ways to Logroll tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372656978
  • Explore Differences in Risk Preference
  • Explore Differences in Expectations
  • Explore Differences in Time Preferences
  • Minimize Formality and Record Keeping until Final Agreements Are Closed

    • ]]>     2022-11-07 08:14:10 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372656978     Short Time Perspectives hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372657345 2022-11-07 08:14:30 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372657345 The more competitive and conflict-laden their pastrelationship, the more likely negotiators are to approach thecurrent negotiation with a defensive, win–lose attitude hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372657766 2022-11-07 08:14:53 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372657766 Conflict dynamics lead negotiators to polarize issues and see them only in win–loseterms. In addition, negotiators may be prone to several cognitive biases orheuristic decision rules that systematically bias their perception of the situation hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372658224 2022-11-07 08:15:16 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372658224 Purely integrative or purely distributive negotiation situations are rare. Most situationsare mixed-motive, containing some elements that require distributive bargainingprocesses and others that require integrative negotiation hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372658695 2022-11-07 08:15:41 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372658695 Effective integrative negotiation requires sufficient time to process information,reach true understanding of one’s own and the other party’s needs, and tomanage the transition from creating value to claiming value. hoangnvhs163072 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372659095 2022-11-07 08:15:57 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372659095 Assessing the Quality of the Agreement tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372660961 2022-11-07 08:17:28 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372660961 Objective outcomes should be assessed against the extent to which both parties’ interests and needs were met by the agreement tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372664574 2022-11-07 08:20:26 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372664574 The subjective value of the agreement is more important in integrative negotiations than distributive bargaining because of the long-term relationship between the parties tuannche160514 https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372665898 2022-11-07 08:21:36 UTC https://padlet.com/tuannche160514/6jro2ok8tvfcvaev/wish/2372665898