What is integrative bargaining?
Integrative bargaining is a negotiation approach where parties involved aim to collaborate and create mutually beneficial agreements. Unlike distributive bargaining, which tends to be more competitive and focused on dividing a fixed amount of resources, integrative bargaining seeks to expand the available resources and find solutions that meet the interests and needs of all parties involved.
In integrative bargaining, the focus is on finding creative options that maximize the joint benefits and address the concerns of each party. It emphasizes open communication, active listening, and problem-solving to uncover common interests and areas of agreement, ultimately leading to a win-win outcome.
This approach often involves brainstorming, exploring different alternatives, and understanding the underlying priorities and motivations of each party. Through collaboration and a willingness to compromise, integrative bargaining aims to build trust and create sustainable agreements that satisfy both sides.