What is integrative bargaining? When does it occur?

Expert Solution

Let's get to it with an example.
You are waiting for a bus and you need to get somewhere as soon as possible but the budget doesn't allow you to take up a taxi. You find another person waiting for the bus who doesn't want to spend too much on taxi. So if you both take up a single taxi and divide the fare between in a way that you both end up with a satisfactory result, this is integrative bargaining.

So by example, it means the negotiation or bargaining aimed to achieve a win-win situation for both the parties involved in the bargaining.

When does this occur?
As you can understand from the example, it occurs when both parties can't individually make a beneficial or efficient decision and coming together to make a decision seems more beneficial and economical. Like in the example, you wouldn't have chosen the taxi as mode of transport if you'd not found that other person.

keosha answered 1 year ago

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