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Cooperative Learning: Integrative Negotiation Theory

EFC Cooperative Learning Org.

What is Integrative-Negotiation Theory?



Source: Watkins, Michael. Breakthrough International Negotiation: How Great NegotiatorsTransformed the World's Toughest Post- Cold War Conflict. San Francisco: Jossey-Bass, 2001. Print.

Integrative Negotiation Theory

Negotiations in which there is a potential for the parties interests to be integrated in ways that create joint value or enlarge the pie. Integrative negotiation is possible when the parties have some shared interests or opportunities to realize mutual gains through trades across multiple issues.


Beersma, Bianca, and Carsten K.W. De Dreu. "Social Motives in Integrative Negotiation: The Mediating Influence of Procedural Fairness." Social Justice Research   16.3 (2003): 217-239. Academic Search Complete. Web. 2 June 2014.

de Dreu, Carsten K. W. "Conflict Resolution." Encyclopedia of Social Psychology. Ed. Roy F. Baumeister and Kathleen D. Vohs. Vol. 1. Thousand Oaks, CA: SAGE Publications, 2007. 164-167. Gale Virtual Reference Library. Web. 31 July 2014.

Leventhal, Leib. "Implementing Interest-Based Negotiation: Conditions for Success with Evidence from Kaiser Permanente." Dispute Resolution Journal 61.3      (2006): 50-58. Legal Collection. Web. 3 June 2014.

Paige, Mark. "Applying The "Paradox" Theory: A Law and Policy Analysis of Collective Bargaining Rights and Teacher Evaluation Reform from Selected States."      Brigham Young University Education & Law Journal 1 (2013): 21-43. Academic Search Complete. Web. 3 June 2014.

Smith, R. (2012). Clarifying the Subject Centred Approach to Vocational Learning Theory: Negotiated Participation. Studies In Continuing Education, 34(2), 159-174.

Woods, C. (2007). Researching and Developing Interdisciplinary Teaching: Towards a Conceptual Framework for Classroom Communication. Higher Education, 54(6), 853-866.

Win-Win Negotiation

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