Eight Methods in Integrative Negotiation: Study Guide

Summary

Integrative negotiation involves finding solutions that benefit all parties. It describes eight methods for generating alternative solutions in integrative negotiations.

Introduction to Integrative Negotiation

Integrative negotiation aims for agreements that satisfy all parties. It explains how to generate alternative solutions after sharing information and understanding the problem. It mentions eight methods for this.

Eight Methods for Generative Solutions

The methods are compromise, logroll, modifying the resource pie, expanding the pie, bridge solution, cut the cost for compliance, non-specific compensation, and superordination. Each method is explained in the next section.

Description of Each Method

Each method is described with examples. The explanations show how these methods can help in different negotiation scenarios.

Conclusion

The conclusion summarizes the importance of these methods in integrative negotiation. It emphasizes the role of these methods in reaching agreements that satisfy all parties.

Key terms

Compromise

A solution that does not benefit either party but maintains the status quo.

Logroll

Identifying priorities and constructing solutions that benefit each party according to their needs.

Resource pie

A metaphor for resources in a negotiation scenario.

Bridge solution

A creative way that meets the needs of all concerned people.

Cut the cost for compliance

Minimizing the loss or cost of one party to satisfy all parties.

Superordination

Replacing the interests of stakeholders with newer interests.

Questions this document helps with

• How do you generate alternative solutions in integrative negotiations?
• What are the eight methods for integrative negotiation?
• What is the difference between modifying and expanding the resource pie?

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