The adversarial model postulates that the competing parties desire similar goals, values or items.
The model assumes that the negotiating parties are bargaining over similar scarce values, items or goals.
On the other hand, integrative negotiation involves the cooperating parties seeking to attain optimal benefits by bringing their interests together in an agreement, which results in a win-win situation.
In businesses, integrative negotiation occurs when a deal involves non-financial and financial terms, during the structuring of long-term deals, complex partnerships and other collaborations.
The model aims at reaching the best solution that satisfies most parties with mutual needs.
Its egalitarian nature ensures that the chosen problem solving approach maximizes joint gains.Negotiation involves reaching an agreement between two or more parties that have dissimilar goals and needs that require compromise.Ideally, the agreement should stand to benefit each of those parties.Negotiation is done by continuing and follow-through communication.In this kind of negotiation, it is important to understand the other party’s negotiation and communication style.It also assumes that the matters being bargained over are limited to those that a court or arbitrator could award.The best outcome is reached after a compromise on the items, values and goals at issue.The second common model, the problem solving negotiation model, focuses on identifying the underlying needs or interests of the parties and does its best to produce a win-win outcome.It is also involves integrative, cooperative, collaborative or accommodative bargaining.In adversarial negotiation, each party tries to win as many concessions as they can.The more one party receives, the less the other party gets.