MODELING DISTRIBUTIVE AND INTEGRATIVE NEGOTIATIONS
MODELING DISTRIBUTIVE AND INTEGRATIVE NEGOTIATIONS
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DOI：
10.1177/0002716295542001004
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发表时间：
1995-11-01
影响因子：
2.8
通讯作者：
BARTOS, OJ
中科院分区：
文献类型：
--
作者：
BARTOS, OJ
谈判过程有两种主要类型，即分散式和综合式。分配过程主要包括让步，而综合过程既包括让步，也包括寻找互惠互利的替代方案。因此，“灵活性”的含义并不总是相同的：在分权谈判中，它意味着“愿意做出让步”；在一体化谈判环境中，它还意味着“准备参与寻找进程”。计算机模拟表明，分配过程更快，但综合过程可能更有成效，因为它可以增加达成协议的机会。然而，为了使综合谈判发挥其潜力，进行的搜索必须是联合的，在搜索过程中，对手必须面对面地互动。通过让对手在强调他们相似之处的条件下进行面对面的互动，分布式谈判也可以变得更有成效。
Two main types of negotiation processes can be distinguished, distributive and integrative. While the distributive process consists primarily of concession making, the integrative process involves both concession making and a search for mutually profitable alternatives. Thus the meaning of ''flexibility'' is not always the same: in distributive negotiations, it means ''readiness to make concessions''; in the integrative negotiations setting, it means in addition ''readiness to engage in the search process.'' Computer simulations suggest that the distributive process is faster but that the integrative process is potentially more productive in that it can increase the chances of an agreement. In order for integrative negotiation to fulfill its potential, however, the search engaged in must be joint, and during the search, the adversaries must interact face to face. Distributive negotiation can also be made more productive by having the adversaries interact face to face, under conditions that emphasize their similarities.