Chapter 3 Integrative Negotiation
~ Chapter 3 – Integrative Negotiation, Strategy & Tactics
Integrative Negotiation – Focuses on commonalities rather than differences.
- Attempts to address needs and interests, not positions
- Commitment to meeting the needs of all involved parties.
- Invent options for mutual gain.
~ Integrative Negotiation Process, negotiators should manage Context and Process in order to gain the cooperation and commitment of all parties.
~ Contextual Factors
1. Free flow of information
2. Attempting to understand real needs/objectives of other party
3. Emphasizing commonalities between parties
4. Searching for solutions to meet goals/objectives of both parties
~ Process
1. Process of problem identification 2. Understanding the needs/interests of both parties
3. Generating alternative solutions 4. Selecting among alternative solutions
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[Context]
~ 1. Creating Free Flow of Information
Negotiators must be willing to freely reveal their TRUE obejctives and to listen to each other carefully.
- When negotiators are aware of each other's alternatives, (BATNAs), they were more likely to make their resistance point LESS extreme, improve negotiating trade-offs, and increase the SIZE of the resource pie.
~ 2. Attempting to Understand the Other Negotiator's Real Needs/Objectives
Throughout the Process of Sharing Information about Priorities, negotiators must make a true effort to understand what the other party really wants to achieve.
~ 3. Emphasizing commonalities between parties and Minimizing Differences
To sustain free flow of info, and efforts to understand other needs, negotiators need to identify the commonalities to stress the larger goal where the parties are able to maintain a focus on commonalities, that eventually lead to a solution.
~ 4. Searching for Solutions that Meet Needs/Obj of Both Sides
** Firm but Flexible ** - About their primary interests/needs
-
Integrative Negotiation – Focuses on commonalities rather than differences.
- Attempts to address needs and interests, not positions
- Commitment to meeting the needs of all involved parties.
- Invent options for mutual gain.
~ Integrative Negotiation Process, negotiators should manage Context and Process in order to gain the cooperation and commitment of all parties.
~ Contextual Factors
1. Free flow of information
2. Attempting to understand real needs/objectives of other party
3. Emphasizing commonalities between parties
4. Searching for solutions to meet goals/objectives of both parties
~ Process
1. Process of problem identification 2. Understanding the needs/interests of both parties
3. Generating alternative solutions 4. Selecting among alternative solutions
------------------------------------------------------------------------------------------------------
[Context]
~ 1. Creating Free Flow of Information
Negotiators must be willing to freely reveal their TRUE obejctives and to listen to each other carefully.
- When negotiators are aware of each other's alternatives, (BATNAs), they were more likely to make their resistance point LESS extreme, improve negotiating trade-offs, and increase the SIZE of the resource pie.
~ 2. Attempting to Understand the Other Negotiator's Real Needs/Objectives
Throughout the Process of Sharing Information about Priorities, negotiators must make a true effort to understand what the other party really wants to achieve.
~ 3. Emphasizing commonalities between parties and Minimizing Differences
To sustain free flow of info, and efforts to understand other needs, negotiators need to identify the commonalities to stress the larger goal where the parties are able to maintain a focus on commonalities, that eventually lead to a solution.
~ 4. Searching for Solutions that Meet Needs/Obj of Both Sides
** Firm but Flexible ** - About their primary interests/needs
-