CPA1L8 4

ln1LC8A1lvL 8A8CAlnlnC
ln1LC8A1lvL 8A8CAlnlnC
W ueflnlLlon A negoLlaLlng process ln
whlch Lhe parLles lnvolved sLrlve Lo
lnLegraLe Lhelr lnLeresLs as
effecLlvely as posslble ln Lhe flnal
agreemenL"
W Also called
WlnWln" (Cettloq to es by llsher
and ury)
MuLualgalns" approach
Lxpandable ple" approach
ln1LC8A1lvL 8A8CAlnlnC
W Coal
1 CreaLe as much value as
posslble for boLh sldes
2 Clalm as much value as posslble
for Lhelr own lnLeresL
D|fferences 8etween D|str|but|ve
and Integrat|ve 8arga|n|ng
uLllnl1lCn
ulS18l8u1lvL ln1LC8A1lvL
SLrlve Lo dlvlde SLrlve Lo lnLegraLe
a flxed pool of Lhelr lnLeresL
8esources
ulsLrlbuLlve lnLegraLlve
1 no of lssue 1 lssue (or several aL 1 a Llme) Several
21echnlque WlnLose" WlnWln"
3Ceneral sLraLegy Maxlmlze share of flxed ple" Lxpand Lhe ple" by
creaLlng value clalmlng
share
48elaLlonshlp of Lhe
parLles CneLlme relaLlonshlp ConLlnulnglong Lerm
3lnLeresLs keep lnLeresLs hldden Share lnLeresL
6osslble opLlons Cne expressed poslLlon Many opLlons (creaLe new
(for each lssue) opLlons 4 maxlmum
muLual galn)
7lnformaLlon keep lnformaLlon hldden Share lnformaLlon explaln
Lhe why" of an lnLeresL