The way we approach conflict can make a huge difference in the outcome and the satisfaction of both parties involved. There are two very different approaches to conflict.
Zero-sum thinking is a very common approach to conflict, and distributive bargaining is a form of negotiation based on zero-sum.
Thus, integrative bargaining differs from distributive bargaining and zero-sum thinking because the focus is on meeting each party's interests as fully as possible.
As we’ve discussed, there's a big difference between focusing on positions, which leads to gain and loss, and interests, where both parties can win.
Zero-sum thinking is based on the fact that there is a limited resource. There's only so much of something, and if one side's going to get it, the other side's going to lose. This resource could be money, land, or anything that can become limited.
Win-win thinking, however, is designed to really look at integrating the needs of the two parties in conflict in order to see what type of resolution is possible.
IN CONTEXT
Some years ago, a city on the West Coast had a surplus in its budget. There were two groups vying for these funds, which they saw as a limited resource. One group was a coalition of women's organizations that wanted the money to update and redo the daycare centers. The daycare facilities in the city were very inadequate, so there were a number of people who supported that cause.
The other group was made up of firefighters, as well as some homeowners on the side of the firefighters. This group wanted the money to upgrade firefighting equipment. This upgrade would not only better protect homes, but it would also lower insurance rates. This became a back and forth battle between positions.
If these groups came into a conflict resolution process, and moved away from this zero-sum way of thinking in which one group is going to win and one group is going to lose, they could begin to focus on their interests. Eventually, they did come up with a very creative solution in which some of the money was used to convert the old fire stations into daycare centers.
Doing this attracted some state and federal funding to help operate the daycares. Then, they used the rest of the money to build three new fire stations. After they built the fire stations, they were able to raise the city's fire rating from double A to triple A, and insurance rates went down while property values went up. This created a situation in which people won on all sides.
This is a great example of what can happen when you focus on the interests, and how to integrate them: you can think creatively, and come up with solutions that can really meet the needs of both sides.