Page 229 - DMGT519_Conflict Management and Negotiation Skills

Unit 10: Integrative Bargaining

Notes

Source: Joel Cutcher-Gershenfeld and Thomas Kochan, "Taking Stock: Collective Bargaining at the Turn of
the Century," Industrial and Labor Relations Review 58 (October 2004): 14. Used by permission.

Self Assessment

Multiple Choice Questions:
11. Integrative Bargaining is also commonly known as:
(a) win-lose (b) Mutual-Gains

(c) Fixed-pie (d) Hard Bargaining
12. Generally in an integrative bargaining process all of the following are found, except:
(a) Sharing of interests (b) Creating options and claiming value

(c) Valued long term relationship (d) Maximization of self interest
13. The core philosophy of interest – based bargaining is
(a) A problem-solving approach (b) Win-win bargaining
(c) The categorization method (d) Packaging issues
14. To achieve “active listening” during negotiations, all of the following tips are useful,
except:
(a) Maintain eye contact
(b) Ask reflective questions

(c) Take notes
(d) Begin formulating your response while the other person is explaining their position

10.9 Summary

 The integrative bargaining technique, like the distributive technique, was largely developed
within the field of collective bargaining and labor negotiations in the 1970s.
 The integrative bargaining process is different from the distributive process in many
aspects.

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