Two parties are more likely to take on a more integrative approach to negotiations when:

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When the power is relatively equal between both parties, they are more likely to perceive each other as equals and approach the negotiation in a cooperative manner, looking for solutions that benefit both sides. When one party has significantly higher power, they may be more likely to take a distributive approach, attempting to maximize their gains and minimizing the other party's. Negative emotions, Machiavellian tendencies, or low emotional intelligence are not necessarily indicative of a more integrative approach to negotiations.

Two Parties Are More Likely to Take on a More