Psychological Distance in Integrative Negotiation Essay

Integrative negotiation

Giacomantonio, De Dreu, & Mannetti, (2010) argues that integrative negotiation is likely to reduce occurrence of future conflicts, result in acceptable agreements, and maintain the feelings of self-efficacy. The study used experimental design to evaluate the process and importance of integrative negotiations in conflict resolution. The evaluation was done based on the underlying interests (primary focus) and underlying issues (secondary focus). Primary focus was said to be the main considerations in integrative negations. Many negotiations fail to address the underlying interests and concentrate on issues and thus they end not getting a long-term solution. The authors argue that low psychological distance play an important part in constructive integrative negotiation as opposed to long distance.Buy Psychological Distance in Integrative Negotiation Essay Paper