Rishi Batra


The terms “integrative bargaining” and “distributive bargaining” have been with us in the dispute resolution literature since at least the 1960's, when A Behavioral Theory of Labor Negotiations was first published in 1965 by Richard Walton and Robert McKersie. While the terms were popularized by these two authors, the authors themselves acknowledged the long line of predecessors, including Mary Parker Follett, who led them to promote these categories. Since that time, “integrative” and “distributive” have been with us, and have captured the imagination of scholars, trainers, and practitioners, while remaining popular in the dispute resolution literature today. Despite the proliferation of terms such as “win-win” vs “win-lose”, “competitive” vs “cooperative”, and many others, this nomenclature has persisted, and divides the world of negotiation into two supposedly different hemispheres, with different negotiators or negotiations occupying one or the other.



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