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The "mother of modern management" · 1868–1933
Invented win-win before it had a name.
A pioneering management thinker, Follett argued the best way to handle conflict is neither domination nor compromise but integration — a solution that meets both sides' real needs. Her ideas seeded participative management and interest-based negotiation.
Integration & "power-with"
She named three ways to settle conflict — domination, compromise, and integration — and showed that integration (inventing an option that satisfies both interests) creates "power-with" instead of "power-over."
Integration is the original win-win: instead of one side losing, the parties redefine the problem so both gain. Every modern interest-based negotiation traces back to her.
Before you split the difference, ask whether there's an option that gives both sides what they actually need.
“Integration involves invention, and the clever thing is to recognize this.”— Mary Parker Follett
Source: Mary Parker Follett, "Dynamic Administration"
The framework they used
Interest-Based (Mutual Gains) Bargaining