Question

can integrative negotiation be effective when parties have unequal power

Answer 1

No, integrative negotiation will not be effective when the parties have unequal power. However, this does not mean that the situation cannot be remedied. The weaker party has a number of strategic options

• Assessing power balance between the sides
• Decide whether it will be in its interest to negotiate or withdraw
• Prepare for a competitive/distributive negotiation.