In the contexts of distributive and integrative bargaining
, he discusses the tactics of reframing, agenda setting, standard setting, playing watchdog, and whistle-blowing.
to/CDOall), today announced that acclaimed negotiation and integrative bargaining
expert, author and Associate Professor of Management at George Mason University Dr.
Integrative bargaining is a positive-sum game in which interaction leads to greater payoffs for all parties than they could have achieved through individual action.
This happens because it takes only one party to move toward a distributive approach to bargaining, whereas integrative bargaining requires firm resolve on the part of all parties.
Integrative bargaining offers the opportunity to make all of the negotiating parties better off than they would have been otherwise.
5) Integrative bargaining relies heavily on the ability of the parties involved to gather, exchange, process, and use information to discern and obtain favorable outcomes.
An example of integrative bargaining in economic development is provided by representatives of a municipality and developer who were in lengthy negotiations over a medium-sized retail project that involved the building of a new retail mall on the site of a previous strip mall development.
Integrative bargaining is generally compatible with attitudinal structuring.
Graham (1986) proposed that an integrative bargaining stance in an industrial setting involves an "act of balancing" between a firm's own profits and the satisfaction of their customer firm, but works only when both firms use this approach.
An integrative bargaining stance is characterized by a problem-solving approach, more openness to concessions and some attempt to understand and accommodate the other party's needs.
Speech Patterns and the Concept of Utility in Cognitive Maps: The Case of Integrative Bargaining," Academy of Management Journal, (36:1), 1993, pp.
The book concludes with a chapter on how women's tendency to choose more integrative bargaining
strategies can result in better outcomes for all parties.