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About this document
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- 3 pages
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- $3 one-time, yours to keep
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- Subject
- Business Management, Negotiation
This document explains integrative negotiations, where both parties gain. It describes two main techniques: fix-pie and extended pie, with examples. It is a research paper.
What's inside
- Definition of integrative negotiations
- Fix-pie and extended-pie techniques
- Example of the 17 Camels situation
- Example of a band negotiating with a café
- References
Who it is for: Students studying negotiation, conflict resolution, or business management. (Undergraduate)
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Summary
Integrative negotiations aim for mutual benefit. Students learn techniques for win-win outcomes and see examples of these techniques in action.
Integrative negotiations defined
Integrative negotiations involve two parties finding common gains. Both parties win, building long-term relationships. Two main techniques are fix-pie and extended-pie.
Fix-pie and extended-pie
The fix-pie technique uses existing resources. The extended-pie technique adds creative elements to reach a desired outcome. An example of the extended-pie technique is the 17 Camels story.
A band's name dispute
A band called The Poor Rich Boys faced a name dispute with a nearby café. They used an integrative approach to negotiate a win-win solution. The band offered to promote the café in exchange for keeping their name.
Key terms
- Integrative negotiations
- Negotiations where both parties gain and win.
- Fix-pie technique
- Using existing resources in a negotiation.
- Extended-pie technique
- Adding creative elements to reach a desired negotiation outcome.
- Add-a-pie technique
- A method used in the 17 Camels situation.
- 17 Camels situation
- A story where a facilitator adds a camel to reach a win-win outcome.
- Win-win outcome
- A result where both parties benefit.
Questions this document helps with
- What are integrative negotiations?
- How do fix-pie and extended-pie techniques work?
- What is a real-life example of integrative negotiation?
Summary written with AI from the document's text.
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