BUS356: Compare the Theories of the Distributive Bargaining and Integrative Negotiation Approaches: Business Negotiation Assignment, SUSS, Singapore

Question 1
(a) Compare the theories of the distributive bargaining and integrative negotiation approaches. Cite a brief example for each approach to demonstrate your understanding. Analyse the importance of understanding and applying the theories behind the two approaches.

(b) Describe a real-life distributive bargaining situation where you have been a participant or an observer of the situation. Examine with the use of theory, an example of one (1) hardball tactic used in that situation. Analyse if the hardball tactic worked and substantiate with reasons. Write the above in less than 550 words.

Learning Outcomes

• Describe the current alternative dispute resolution methods in Singapore.
• Discuss and evaluate the major concepts of business negotiations.
• Discuss the types and levels of conflict, the benefits of conflict, and formulate strategies to manage conflict.