Parasitic Integration: Win-Win Agreements Containing Losers

Authors

  • James J. Gillespie,

    1. James J. Gillespie is a doctoral degree candidate at the J. L. Kellogg Graduate School of Management of Northwestern University, 2001 Sheridan Road, Evanston, Ill. Max H. Bazerman is J. Jay Gerber Distinguished Professor of Dispute Resolution at the Kellogg School.
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  • Max H. Bazerman

    1. James J. Gillespie is a doctoral degree candidate at the J. L. Kellogg Graduate School of Management of Northwestern University, 2001 Sheridan Road, Evanston, Ill. Max H. Bazerman is J. Jay Gerber Distinguished Professor of Dispute Resolution at the Kellogg School.
    Search for more papers by this author

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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