we studied the key strategies and tactics of integrative negotiation The integrative negotiation process can be explained into 4 major steps. First is to identify and define the problem, then, make the understanding problem and bring the interests and needs to the surface. The third one is generating alternative solutions to the problem. Last is evaluating the alternatives and selecting among them.
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, integrative negotiation aims to create a win-win situation and value for all parties involved in a negotiation with the aim of ensuring that all parties walk away from the negotiation table satisfied.
Honesty, integrity, maturity, systems orientation, superior listening skills and abundance mentality are key qualities of a successful integrative negotiator.
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, integrative negotiation aims to create a win-win situation and value for all parties involved in a negotiation with the aim of ensuring that all parties walk away from the negotiation table satisfied.
Honesty, integrity, maturity, systems orientation, superior listening skills and abundance mentality are key qualities of a successful integrative negotiator.
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