Integrative Bargaining

Right! Your dad (and perhaps your mother too) could volunteer to chaperone! It’s a "win-win" solution

(as long as you don't mind being at the same activity as your parents)!

Generally, with integrative bargaining, it is better to ask questions than to simply assert that something is true.

Asking questions gives you information about their underlying interests and may allow you to tailor your

response to meet these underlying needs.

Drawing of a Bicycle

Example:

You are trying to sell your old three-speed bicycle and a prospective customer says, "no, I don’t want a three-speed,

I need ten speeds." Which is the best response?

"I think you’ll find that three speeds are all you need."

"I think you’ll find that it is so flat around here that three speeds are all you need."

"I used to have a ten-speed and I found that I only needed three speeds; so I traded my ten- speed in for a three-speed."

"Why do you think you will need ten speeds?"

"What’s the matter? Is the price too high? OK, I’ll knock $5.00 off of the price!"

Example:
	You are trying to sell your old three-speed bicycle and a prospective customer says, "no, I don’t want a three-speed, I need ten speeds." Which is the best response?
		"I think you’ll find that three speeds are all you need."
		"I think you’ll find that it is so flat around here that three speeds are all you need."
		"I used to have a ten-speed and I found that I only needed three speeds; so I traded my ten- speed in for a three-speed."
		"Why do you think you will need ten speeds?"
		"What’s the matter? Is the price too high? OK, I’ll knock $5.00 off of the price!"