Parasitic Integration: Win-Win Agreements Containing Losers |
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| Authors: | Gillespie James J. Bazerman Max H. |
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| Affiliation: | (1) J.L. Kellogg Graduate School of Management of Northwestern University, 2001 Sheridan Road, Evanston, Ill;(2) Kellogg School, USA |
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| Abstract: |  Parasitic integration involves agreements that are Pareto-superior for two or more of the negotiating parties, while being inferior for one or more of the remaining negotiating parties. The contrast between parasitic integration and integrative bargaining is highlighted. A taxonomy and examples of parasitic integration are provided, as well as linkages to specific areas in the negotiation literature. |
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