N4 Negotiation: Strategy and Planning



We have reviewed the strategy and tactics of integrative negotiation. 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 these goals and engagement in a process that permits both parties to maximize their objectives.

We began this chapter with a basic understanding of the concepts of strategy, and discussed the importance of setting clear goals, based on the key. We than presented a model of negotiation strategy choice, returning to the familiar framework of the dual concerns model

The chapter began with an overview of the integrative negotiation process. High level of concern for both sides achieving their own objectives propels a collaborative, problem-solving approach. Negotiators frequently fail at integrative negotiation because they fail to perceive the integrative potential of the negotiating situation. However, breakdowns also occur due to distributive assumptions about negotiating , the mixed-motive nature of the issues, or the negotiators previous relationship with each other.