What is the term for a bargaining approach in which the negotiators try to move from a positions-based approach to an interests-based approach?

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BlackTom AI · Accepted Answer

Question restatement: What is the term for a bargaining approach in which the negotiators try to move from a positions-based approach to an interests-based approach?

Option a: 'Negotiation.' While negotiation is the broad process of resolving differences, it does not specifically denote the shift from positions to interests. It is too general to capture the specific integrative intent described in the question.

Option b: 'Distributive Bargaining.' This option describes a competitive, win-lose style where parties view resources as fixed and focus on claiming value from the other side. It does not involve shifting from positions to underlying interests; rather, it often reinforces positional stances.

Option c: 'Integrative Bargaining.' This is the correct characterization. Integrative bargaining (also called interest-based or principled bargaining) emphasizes identifying and addressing the underlying interests of both sides, enabling a move away from rigid positions toward collaborative problem solving and mutually beneficial outcomes.

Option d: 'BATNA.' BATNA stands for Best Alternative To a Negotiated Agreement. It is a concept used to assess what a party will do if negotiations fail, serving as a reference point or leverage, but it is not a bargaining approach type or a description of moving from positions to interests. It describes an alternative rather than the method of negotiation itself.

In summary, the key distinction lies in the focus: integrative bargaining centers on interests and joint value creation, whereas the other options refer to the general process (negotiation), a competitive stance (distributive bargaining), or a strategic concept (BATNA) that does not define the approach to shifting from positions to interests.

What is the term for a bargaining approach in which the negotiators try to move from a positions-based approach to an interests-based approach?

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