You are asked to lead the negotiation between two parties. What are the five strategies you could employ to achieve the benefits of integrative bargaining? Define each strategy.
What will be an ideal response?
The strategies for integrative bargaining are:
1) Emphasize superordinate goals. Superordinate goals are goals that both parties can agree to, regardless of the source of the conflict. Such goals help parties keep in mind the big picture and that they are working together toward a larger purpose.
2) Focus on the problem, not the people. This strategy makes finding a solution a priority rather than discrediting each other.
3) Focus on interests, not demands. Specific demands are not often able to be met but, through negotiation, the interests (or "whys") behind each person's position can be met.
4) Create new options for joint gain. This encourages a win-win solution using new, creative solutions rather than focusing on fixed alternatives. This approach may even expand the resource pie available.
5) Focus on what is fair. This applies distributive justice principles to emphasize distribution of outcomes based on each party's meaningful contributions rather than a focus on maximizing personal outcomes, which can prohibit mutual agreement on a solution.
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