Types of Negotiation: Distributive vs Integrative

Ron stared. The car was beautiful.  All shiny black metal and gleaming chrome everywhere.  Turning to the man beside him, whose name was Dave,  He asked about the car.“Isn’t she lovely?”

“Uh huh. How much?”


‘You gotta be kidding. Blue book is $23,000!”

“Blue book for this car, in this condition, is $26,500.”

“That’s for perfect. This car isn’t perfect.” Ron fingered a couple of small dents.

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