Integrative Versus Distributive Bargaining: Choosing a Problem Resolution Process
Resource type
Authors/contributors
- Coleman, Rick (Author)
- Fraser, C. R. P. (Author)
Title
Integrative Versus Distributive Bargaining: Choosing a Problem Resolution Process
Abstract
This paper examines the antithetical nature of two methods of resolving conflict through negotiation, and suggests there is an appropriate process depending upon how a party views the problem, and how he perceives it being viewed by his opponent.
Publication
Relations Industrielles / Industrial Relations
Volume
34
Issue
3
Pages
546-562
Date
1979
ISSN
0034-379X
Short Title
Integrative Versus Distributive Bargaining
URL
This paper examines the antithetical nature of two methods of resolving conflict through negotiation, and suggests there is an appropriate process depending upon how a party views the problem, and how he perceives it being viewed by his opponent.
Citation
Coleman, R., & Fraser, C. R. P. (1979). Integrative Versus Distributive Bargaining: Choosing a Problem Resolution Process. Relations Industrielles / Industrial Relations, 34(3), 546–562. This paper examines the antithetical nature of two methods of resolving conflict through negotiation, and suggests there is an appropriate process depending upon how a party views the problem, and how he perceives it being viewed by his opponent.
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