Is the pie fixed, or can you grow it?
Direct answer
Distributive negotiation divides a fixed amount, such as a price. Integrative negotiation adds issues and options so both sides gain, such as trading price for delivery time. Most negotiations include both: expand the pie, then divide it.
Comparison
| Distributive | Integrative | |
|---|---|---|
| Aim | claim value | create value |
| Issues | one, often price | many |
| Approach | positions | interests |
| Relationship | may be short-term | often ongoing |
Example
A supplier wants faster payment and you want a lower price. Agree on quicker payment in exchange for a discount.
Where Teyro fits
Teyro's Negotiation Skills for Beginners course turns this into short lessons you can play in a few minutes a day. It has 50 lessons, and you can start free.
The bottom line
Look for trades before you split.
