“Intentional Excellence: Mastery of the Mediation Process”
Teresa Wakeen, J.D.
Five Methods of Integrative Negotiations
1. Expanding the Pie: Increasing available resources
2. Nonspecific Compensation: One party gets what he/she wants; the other party is repaid with different compensation.
3. Logrolling: Each party concedes on low priority issues in exchange for concession on higher priority issues.
4. Costcutting: One party gets what he/she wants; the other party’s costs are reduced or eliminated.
5. Bridging: Neither party achieves their initial demand, but a new option is created that satisfies the most important interest underlying their demands
Provided by:
Steven A. Stinson
Stinson Mediation, LLC