MGTS_3602_Week_5__Intergrative_bargaining_web__final_

MGTS_3602_Week_5__Intergrative_bargaining_web__final_ -...

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MGTS 3602 Week 5 Integrative (Win-Win) Negotiation: Expanding the Pie Dr. Remi Ayoko UQ Business School University of Queensland
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Integrative Bargaining z Integrative Bargaining Known as the co-operative, collaborative, win-win or problem solving approach, the parties in integrative bargaining have goals that not mutually exclusive. It is also referred to as the win-win negotiation or expanding the pie (Thompson, 2001)
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Integrative Bargaining z The fundamental structure of integrative bargaining is such that it allows both sides to achieve their objectives. Lewicki et al, 2001. z An integrative (win-win) negotiation situation is where all creative opportunities are exploited and no resources are left on the table.
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Characteristics features of Integrative bargaining z Focus on commonalities z Addresses needs, interests not positions z Commit to meeting the needs of parties involved z z Invent options for mutual gains z Use objective criteria for standards for performance
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