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Pretty Bhalla, Lovely Professional University Unit 10: Integrative Bargaining

Unit 10: Integrative Bargaining Notes

CONTENTS
Objectives
Introduction

10.1 Negotiation Skills
10.2 The Integrative Negotiation Process
10.3 Thompson’s Pyramid Model

10.4 The Categorization Method
10.5 Keys to Successful Integrative Bargaining
10.5.1 Recognition of the Relationship
10.6 Collaborative Atmosphere
10.7 Packaging the Issues

10.8 Interest-based Bargaining (IBB)
10.8.1 Principles of IBB
10.8.2 Advantages and Disadvantages of IBB

10.8.3 IBB at Work
10.9 Summary
10.10 Keywords
10.11 Review Questions
10.12 Further Readings

Objectives

After studying this unit, you will be able to:
 Define and explain Integrative Bargaining

 Discuss the importance of Thompsons model
 State the characteristics of Interest Based Bargaining
 Discuss about the categorization method

Introduction

The integrative bargaining technique, like the distributive technique, was largely developed
within the field of collective bargaining and labor negotiations in the 1970s. Since then it has
evolved into a very popular method of negotiations. Integrative bargaining is a cooperative
approach to negotiation or conflict resolution. It is often referred to as a win-win or mutual-
gains approach. Unfortunately the term win-win today is so popular that has become a cliché
and is used to refer to any collaborative process. The integrative approach, like distributive
bargaining, involves making concessions to reach an agreement—but in addition, it involves
searching for mutually profitable options and logical trade-offs. It is also called an expanded-pie

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