aka "cutting the baby in half"
(left: King Soloman. Although we use the term "cutting the baby in half" to signify compromise, the phrase refers to Soloman's "reality test" for two women, each claiming to be an infant's mother. When the King suggested that the baby should be cut in half, the woman who gave up her claim to the infant rather than to see her child die, was declared to be its mother. Therefore, the term should be more readily associated with integrative or interest-based negotiation than with distributive bargaining. In an interest-based negotiation, the term would be used dismissively to refer to the the harm that could befall the parties if they accept a compromise for its own sake rather than exploring party-interests that could be satisfied by a proposed negotiated resolution).
- the process by which the parties distribute the substance over which they are negotiating
- the “spread” between the parties’ respective bottom lines
- a Zero Sum exchange in which whatever one side gains, the other side loses
- means of reaching a deal in which one party generally has to suffer the larger portion of the “loss” on the spread
- classic “win-lose” negotiation
- parties move toward resolution through a series of concessions
- when mediating, the parties often use the mediator as a “conduit” for the series of concessions
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