David Meets Goliath: Negotiating with Wal-Mart

Question :

1. Consider a situation where you are negotiating with Wal-Mart for your family farm's milk. Confronted with various hardball price challenges, what type of negotiation situation would you use: **distributive or *integrative and why?What are your key negotiating principles?

*There are four major steps in the integrative negotiation process: (1) identify and define the problem, (2) surface interests and needs, (3) generate alternative solutions to the problem, and (4) evaluate those alternatives and select among them.

**Distributive negotiation is a type of negotiation in which parties bargain for shares of a fixed resource. Also known as distributive bargaining, it can be used in labor negotiations, sales, and in any problem-solving scenario where people are trying to divvy up things of value.

reference:

https://www.negotiations.com/case/negotiating-wal-mart/