Integrative bargaining

The big picture

Integrative bargaining, unlike distributive bargaining, does not aim to slice a finite ‘pie’ into pieces but to enlarge the pie or enable the negotiating parties to create joint value. There are four key principles in the process:

  1. Identify the parties’ shared interests.
  2. See the negotiation as a business deal instead of a dispute.
  3. Explore hidden attitudes.
  4. Focus on the future.

When to use it

Use the principles of integrative bargaining in any negotiation in which distributive bargaining is not an absolute necessity. See also Harvard principled negotiation (Chapter 67), which extends this model.

How to use it

Each of the principles is designed to change your mindset as a negotiator so that you move away ...

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