The first component which is the basic concept of the negotiation process includes two aspects, distributive and integrative. In the distributive perspective, negotiators “believe that there will be one winner and one loser,” and in order to do so, the negotiator needs to establish a kind of dominance in the negotiation process...
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In the distributive perspective, negotiators “believe that there will be one winner and one loser,” and in order to do so, the negotiator needs to establish a kind of dominance in the negotiation process. Negotiators with these characteristics display a strong sense of individual concerns, and they have little interest or concern for others...
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