Integrative Bargaining Law and Legal Definition
Integrative bargaining is the type of negotiation that occurs when there is more than one issue to be resolved. It is also called "interest-based bargaining" or "win-win bargaining". This bargaining strategy focuses on developing mutually beneficial agreements based on the interests of the disputants. Interests include the needs, desires, concerns, and fears important to each side. They are the underlying reasons why people become involved in a conflict.
Integrative refers to the potential for the parties' interests to be combined in ways that create joint value or enlarge the pie. Potential for integration only exists when there are multiple issues involved in the negotiation. This is because the parties must be able to make trade-offs across issues in order for both sides to be satisfied with the outcome.
