Page 222 - DMGT519_Conflict Management and Negotiation Skills

Conflict Management and Negotiation Skills

Notes point is reached on both issues, and with all 13 resolved, an agreement was signed. The issues
involved, positions of both sides, and bargaining categories (compatible, exchange, distributive)
utilized in the bargaining are summarized in Table 10.2.

10.5 Keys to Successful Integrative Bargaining

Table 10.2: Labor Contract Negotiations Through Integrative Bargaining

Source: Michael R. Carrell and Christina Heavrin, The Everyday Negotiator: 50 Practical Tactics for Life and
Work (Amherst, MA: HRD Press, 2004), 94-98.

Willing Participation of both Parties

Negotiation practitioners and researchers have discovered several keys to the successful utilization
of integrative bargaining. Perhaps the most helpful would be an initial agreement by all of the
people involved that an integrative process will be employed. This agreement means that all
parties will participate in Full, Open-Throttle Negotiations (FOTN) and therefore will openly discuss
as well as list all issues of concern to either party and be willing to explore new options. If one
party is not willing to participate in an integrative process, or if one party says it is willing but
then resorts to concealing its interests or rejecting options without careful consideration, then
the integrative process may not be employed as easily as if both parties utilized it. Thus, the first
key to integrative bargaining is the willing participation of both parties to openly seek mutual
gains. One party can use integrative bargaining to move the negotiations toward an agreement
even if the other party chooses not to use the technique. Some experienced negotiators, however,
believe that if one party does not fully participate in an integrative process, then the other party
may at some point recognize it, choose to use only distributive bargaining techniques itself, and
thus make it difficult for the first party to successfully use integrative bargaining. The negotiation
process may then resort to one of strictly distributive bargaining, with both sides concealing
their interests and striving to maximize their gain on each issue.

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