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Conceptualise the
Introduce integrative
integrative negotiation
negotiations.
process.

Compare integrative and Glasstonbury Festival

distributive negotiation. negotiation simulation.

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 Examples of integrative
negotiation

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 Pruitt et al, 1994.

Integrative negotiations

Distributive bargaining

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 Neale and Bazerman 1991: 21.

But how to find this frontier?

Pareto efficient frontier
The theoretical point where the ‘pie’
cannot be any bigger

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 what

why

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Created by: Dr Scott Tindal, 2023
Created by: Dr Scott Tindal, 2023
Identify and Surface Generate Evaluate and
define the interests and solution select from
problem(s) needs options alternatives

Value creation process Value claiming process

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Identify and Surface Generate Evaluate and
define the interests and solution select from
problem(s) needs options alternatives

Created by: Dr Scott Tindal, 2023

Created by: Dr Scott Tindal, 2023
Identify and Surface Generate Evaluate and
define the interests and solution select from
problem(s) needs options alternatives

Created by: Dr Scott Tindal, 2023

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 ▪

Lax and Sebenius, 1986 Created by: Dr Scott Tindal, 2023

Identify and Surface Generate Evaluate and
define the interests and solution select from
problem(s) needs options alternatives

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Created by: Dr Scott Tindal, 2023
Identify and Surface Generate Evaluate and
define the interests and solution select from
problem(s) needs options alternatives

Created by: Dr Scott Tindal, 2023

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 1 2 3 4

Identify and Surface Generate Evaluate and

define the interests and solution select from
problem(s) needs options alternatives

Difficult
transition

Value creation process Value claiming process

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Created by: Dr Scott Tindal, 2023
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 Distributive bargaining Integrative bargaining
When is it appropriate? One-time deal Ongoing relationship
Key aspects of the process Targets, opening offers, Identifying problem, surfacing
counter offers, concession, interests, generating solutions,
resistance points. evaluating alternatives.
Bargaining stance Strong opening positions and Common goals, open
fewer concessions yield better communication, and
distributive results. willingness to problem solve
yield better results.
BATNAs Actively cultivating strong Focus energy on creating ideal
BATNAs. solutions, not cultivating
BATNAs
Tone Varies from pleasant but firm, Hard on the problem, soft on
to hard nosed. the people.
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 Reviewed the strategy Focus on similarities
and tactics of We examined the high rather than differences,
integrative negotiations, level of concern for both focus on interests not
and its fundamental parties’ objectives. positions, focus on
process. communication.

Examined the
Understand why differences between
integrative negotiations distributive bargaining
are difficult. and integrative
negotiations.
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Student Union Referendum – Today to Sunday

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Created by: Dr Scott Tindal, 2023