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USAuto's negotiating team also approached entering the Mexican market similarly, unwilling to allow AutoMex access to the hybrid engine for AutoMex's own production.
Both of these distributive approaches create win-lose situations and can lead to conflict, as compared to the win-win situations created by integrative negotiations (Kinicki & Kreitner, 2003, p. 504).
USAuto can develop intelligence on potential business relations to understand better others' goals in negotiation settings.
"A distributive negotiation usually involves a single issue?a ?fixed-pie'?in which one person gains at the expense of the other...
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