While the blend of integrative versus distributive communication content varies as a function of the issues being discussed,it is also clear that the content of communication is only partly responsible for negotiation outcomes.

Integrative Communication

A communication approach that seeks mutual understanding and cooperation, focusing on shared goals and interests.

Distributive Communication

Communication that focuses on dividing or distributing resources and benefits among parties in a negotiation.

Negotiation Outcomes

The results or consequences that arise from the process of negotiation, which can include agreements, resolutions, or understandings.