Bargaining Characteristic Distributive Bargaining Integrative Bargaining

Goal Get as much of the pie as Expand the pie so that both
possible parties are satisfied
Motivation Win-lose Win-Win

Focus Positions (I cant go beyond this
point on this issue)
Interests Opposed
Information Sharing Low (sharing information will
only allow other party to take
advantage)
Short term
Duration of relationship
Interests (Can you explain why
this issue is important to you)
Congruent
High (sharing information will
allow each party to find ways to
satisfy interests of each party)
Long term

Evaluating Group Effectiveness

Effectiveness Criteria Interacting Brainstorming Nominal

Number and quality of Low Moderate High
ideas
Social Pressure High Low Moderate
Money costs Low Low Low
Speed Moderate Moderate Moderate
Task orientation Low High High
Potential for High Low Moderate
interpersonal conflict
Commitment to High Not Applicable Moderate
solution
Development of group High High Moderate
cohesiveness