Week 5 - Managerial Negotiation - Integrative Bargaining Flashcards
Integrative Bargaining
Collaborative, Win-Win, mutual gains, or problem solving
Focus on commonalities rather than differences.
If one side achieves its goals, the other is not necessarily precluded from achieving it s goals. One party’s gain is not necessarily at the other party’s expense.
Allows both sides to achieve their objectives.
Attempt to address needs and interests, not positions.
Exchange information and ideas.
Invent options for mutual gain.
Use objective criteria for standards of performance.
Integrative Bargaining
Choosing a free flow of information promotes the development of good integrative solutions.
Willing to reveal their true objectives and to listen to each other carefully.
Understand the other negotiator’s real needs and objectives.
Emphasizing the commonalities between the parties and minimizing the differences.
Searching for solutions that meet the needs and objectives of both sides.
Integrative Bargaining Process
Identify and define the problem in a way that is mutually acceptable to both sides.
State the problem with an eye toward practicality and comprehensiveness.
State the problem as a goal and identify the obstacles to obtaining this goal.
Depersonalize the problem.
Separate the problem definition from the search for solutions.
Generate alternative solutions to the problem.
Factors That Facilitate Successful Integrative Bargaining
Multiple Choice
Some common objective goal
A common goal is one that all parties share equally, each one benefiting in a way that would not be possible if they did not work together.
I will not see success if you don’t see success
A shared goal is one that both parties work toward but that benefits each party differently.
Coming together but receive different benefits.
A joint goal is one that involves individuals with different personal goals agreeing to combine them in a collective effort.
