A General Comparison
Concept/Feature
Distrib./Competitive
Integ./Collaborative
| Cliche | Win-lose | Win-win |
| Orientation | Competition | Collaboration |
| Party's goals | Maximize own share of benefits | Increase benefits for both sides |
| Motivation | Self-Interest, individual profit | Mutual-Interest and
mutual gain |
| Communication climate | Controlled, selective, purposeful, tactical | Open, constructive |
Comparing Relationship Factors
Concept/Feature Distrib./Competitive Integ./Collaborative
| Relationship perception, definition | Adversary, rival, competitor | Collaborator, partner |
| Relationship worth | Minimal, task oriented | High, task and social oriented |
| Relationship duration | Brief, limited, immediate | On-going, long-term potential |
Comparing
Communication Factors
Concept/Feature
Distrib./Competitive
Integ./Collaborative
| Communication climate | Controlled, selective, purposeful, tactical | Open, constructive |
| Argument/Persuasion | Intentional, positional, regulated, competitive | Collaborative, interest- based, learning focus |
| Dissemination of information | Cautious, intentional, protective | Full relevant disclosure |
| Rules, Procedures | Dictated by conflict structure or imposed | Generated by the parties |
Comparing
Intangible Factors
Concept/Feature
Distrib./Competitive
Integ./Collaborative
| Trust | Limited, guarded | High |
| Credibility and integrity | Contrived, desired for gaining control | Genuine, desired for strengthening the relationship |
| Face, respect concerns | Manipulated for advantage | Addressed openly |
| Position sought relative to the other party | Superiority; gain or maintain advantage | Respected equal |
| Power | Individual-centered; coveted, sought | Shared; placed in the relationship, process |
| Identity | Stereotyped; viewed as unimportant | Valued and respected |
Comparing
Strategic and Tactical Factors
Concept/Feature Distrib./Competitive Integ./Collaborative
| Process Strategy | Competitive | Collaborative |
| Outcome Goal | Self-benefit, maximize individual gain | Mutual benefit, maximize joint gain |
| Issue Focus | Positions | Interests |
| Featured tactics | Ambiguity, extreme offers, threats, promises, firm commitment, deadlines | Explore alternatives; role reversal; "yesable" proposals; creative solutions |
| Deception | Accepted as inherent and justified | Inappropriate, unnecessary |