Integrative Bargaining Techniques Overview

Nov 24, 2024

Interpersonal Communication: Integrative Bargaining Techniques

Introduction

  • Course: Intro to Interpersonal Communication
  • Current topic: Interpersonal conflict and negotiation cases
  • Previous session skipped page C10 due to remote format constraints

Negotiation Cases

  • Case 1: Two people looking for an apartment
  • Case 2: You and best friend planning for spring break
  • Task: Develop two possible solutions for each case
  • Note: Splitting up is not an option; solutions should keep parties together

Integrative Bargaining Techniques

Developed by Dean Pruitt in the mid-1980s, revised in the 2000s. Techniques include:

1. Cost Cutting

  • Definition: One party gets what they want and reduces the pain for the other.
  • Example for Apartment: Chris gets preferred apartment, pays more rent to reduce Pat's financial burden.
  • Example for Spring Break: Choose beach location, pay more or allow friend downtime.

2. Non-Specific Compensation

  • Definition: One party gets what they want and compensates the other with something unrelated.
  • Example for Apartment: Pat chooses cheaper apartment, sets Chris up with a date.
  • Example for Spring Break: Agree on location, offer use of car for the semester.

3. Expand the Pie

  • Definition: Increase resources to create mutually beneficial solutions.
  • Example for Apartment: Add a third roommate to share expenses.
  • Example for Spring Break: Plan for two spring breaks with different locations.

4. Log Rolling

  • Definition: Each party compromises on lower priorities to gain higher priorities.
  • Example for Spring Break: Go to mountains (friend's preference) but stay in luxury (your priority).

5. Bridging

  • Definition: Neither party gets initial demands; both meet high priorities in a new option.
  • Example for Apartment: Choose a new one-bedroom apartment where priorities align.
  • Example for Spring Break: Choose an inland lake resort offering activities for both.

Summary

  • Techniques spell "BLENC" from bottom up: Bridging, Log Rolling, Expand the Pie, Non-specific Compensation, Cost cutting.
  • Encouragement to apply these techniques in negotiations with friends.

Note: These integrative bargaining techniques enhance creative solutions and improve negotiation outcomes.