N03 : Strategy and Tactics of Integrative Negotiation

BA370

Negotiation Chapter 03 : Strategy and Tactics of Integrative Negotiation

As against distributive bargaining which is focused at creating win-lose situations for one of the parties involved and maximizing one’s gains from a negotiation process The fundamental structure of integrative negotiation is one within which the parties are able to define goals that allow both sides to achieve their objectives. Integrative negotiation is the process of defining goals and engaging in a process that permit both parties to maximize their objectives and ensuring that all parties walk away from the negotiation table satisfied.

 Successful integrative requires several process. 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.

Question 1 : How to make the negotiation Integrative?

Answer :

- focus on commonalities
-Address need and interests
-Commit to meet all parties needs
-exchange info and ideas
-invent options for mutual gain
-use objective criteria to set standards

Question 2: What are the key steps in the integrative process?

Answer :

• Identify and define the problem
• Understand the problem fully
- identify interests and needs on both sides
• Generate alternative solutions
• Evaluate and select among alternative

Question 3 : What are the 5 things to look for when identifying and define the problem?

Answer:

-define problem which will be acceptable to both sides
-state problem with an eye toward practicality and comprehensiveness
-state problem and id the obstacles in obtaining it
-don't make the problem personal
-separate the problem definition from the search for solutions