Discuss bargaining as a method of conflict resolution. What is a key initial goal (and describe it) toward resolution? What are some of the tactics for reaching this goal? Some aspects of bargaining involve the orientation of the bargainers to the

bargaining process itself. What is meant by this? What is the term used to describe the outcome of this kind of bargaining?

You want to reduce the opponent's aspirations (i.e., they are convinced it can't get everything it wants). To do this, 1) begin with an offer very favorable to your side, 2) then convince the opponent that your break-even point is much higher than it is (so the opponent will offer more), and finally, 3) convince the other side you can go elsewhere and get better terms. People often approach negotiations from a win-lose standpoint, but a win-win approach produces better results. In this approach, both sides come away with something of value, often "saving face" for bargainers. A bargain reached this way is termed an integrative agreement.