Most situations are mixed-motive negotiations,containing some elements that require distributive bargaining processes,and others that require integrative negotiation.

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Most situations involve both distributive bargaining, where parties try to maximize their share of a fixed resource, and integrative negotiation, where parties try to create value and find solutions that benefit all sides. Therefore, most negotiations are mixed-motive negotiations, containing both distributive and integrative components.

Most Situations Are Mixed-Motive Negotiations,containing Some Elements That Require Distributive