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4 Integrative Bargaining

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Chapter Summary

This chapter develops the concept of the various needs and wishes and uses it to present the fundamentals of integrative bargaining. The most important condition for an integrative solution is the presence of several issues that can be negotiated as a package. Other elements that can be used as concessions against the price, or against one another, need to come into the picture. These other objects are not generally on the table as and of themselves, nor are they there at the beginning, but they have first to be created or brought in with intention. For this an important ingredient is necessary which is often neglected: creativity.

Keywords: concessions; Integrative bargaining; negotiation



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