Negotiation different from a distributive negotiation

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What makes an integrative negotiation different from a distributive negotiation? Define the key steps in the integrative negotiation process. How does establishment of a BATNA aid the parties in realizing their integrative outcome? (Define the term BATNA in your response). If a win-win outcome is beneficial to both parties, then why is it so difficult to achieve?

Reference no: EM13950979

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