Integrative Negotiation various known as cooperative, collaborative, win-win, mutual gains, or problem solving. If one side achieves its goal, the other is not precluded from achieving its goals as well. The fundamental structure of an integrative negotiation is such that it allows both sides to achieve their objectives.
This chapter you will know how to create a free flow of information, key steps in the integrative negotiation process, identify and define the problem, identify interests and needs, generate alternative solutions, evaluate and select alternatives and factors that facilitate successful integrative negotiation.
Integrative negotiation is the process of defining goals and engaging in a process that permit both parties to maximize their objectives. Successful integrative requires several processes. First, the parties must create free flow of information and open an exchange of ideas. Second, they must understand each other’s true needs and objectives. Third, they must focus on their similarities, emphasizing their commonalities. Finally, they must engage in a search for solution that meets the goals of both sides.
In Conclusion, integrative negotiation is not easy. Negotiators learn to identified seven fundamental preconditions for successful integrative negotiation: some form of shared or common goals, faith in one’s ability to solve problems, a belief in the validity and importance of the other’s position, the motivation and commitment, trust in the opposing negotiators, the ability to accurately exchange information, and understanding of dynamics of integrative negotiation.
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