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Integrative Negotiations

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Integrative Negotiations
Integrative negotiations are negotiations between two parties with common gains in the situation
and by the success of negotiation; no party loses and yields a win-win outcome. These types of
negotiations are used amongst families or parties who wish to build long term relationships for
future ventures [Evangeline Marzec (2014)]. There are two types of techniques mainly used in
Integrative Negotiations; fix-pie and extended pie. In a fix-pie technique, the negotiation is
carried out from the provided resources whereas in “expanded-pie” method a few creative
products are added to the situation to get the desired output. Add-a-pie technique is used in 17
Camels situation where the facilitator added a camel and at the end of the story, it was win-win
condition for all sons, old women had gained the respect of a perfect negotiator and also she got
her camel back [Marketmaker Magazine (2014)].
I am vocalist of a local musical rock band named “The Poor Rich Boys” and we are very well
known in the neighborhood for creating cover songs of the greatest bands like Led Zeppelin and
Pink Floyd. A nearby café name Poor Rich Café sent us a notice to change our name because it
was being confused with their café name. We didn’t want to get into court proceedings or legal
hearings with them because they had the greater investment and older establishment. So we
stepped back from our position and thought of an integrative way to negotiate with the café. We
thought for the time being, constructed our plan and presented it to the café management. We
offered them to place their café logo onto our covers of our musical albums and concert banners.
We also offered them to speak of their café name at different locations where we perform. This
will generate a greater know how of their café and we won’t have to change our name as well.
The café management agreed upon this and finally a win-win situation yielded where “extended-

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pie” technique was incorporated similarly like adding a new camel in order to make the
negotiation successful.

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Integrative Negotiations Integrative negotiations are negotiations between two parties with common gains in the situation and by the success of negotiation; no party loses and yields a win-win outcome. These types of negotiations are used amongst families or parties who wish to build long term relationships for future ventures [Evangeline Marzec (2014)]. There are two types of techniques mainly used in Integrative Negotiations; fix-pie and extended pie. In a fix-pie technique, the negotiation is carried out from the provided resources whereas in “expanded-pie” method a few creative products are added to the situation to get the desired output. Add-a-pie technique is used in 17 Camels situation where the facilitator added a camel and at the end of the story, it was win-win condition for all sons, old women had gained the respect of a perfect negotiator and also she got her camel ba ...
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