ABSTRACT
N egotiation is an interpersonal decision-making process necessary whentwo or more parties, with different preferences, need to reach a jointdecision and cannot achieve their objectives single handedly (Bazerman & Moore, 2009, p. 151; Thompson, 2009, p. 2). It is a pervasive form of social interaction that occurs across a wide range of contexts and in numerous environments, including business, politics, and other informal social interactions. An important topic in the negotiation literature concerns the distinction between the value-claiming (or distributive) versus the value-creating (or integrative) dimensions. Distributive negotiation, or value claiming, refers to the division of a fixed pie of resources. In other words, the negotiation is viewed as a zero-sum gain, where one side’s gains are the other side’s losses. Integrative negotiation, or value creating, in contrast, is about reconciling the interests of both parties and creating higher joint benefit (Pruitt, 1983; Thompson, 2009; Walton & McKersie, 1965).
