N3 : Strategy and Tactics of Integrating Negotiation

N3 : Summary

In this chapter, we will learn the strategy and tactics of integrative negotiation. The fundamental structure of an integrative negotiation situation is such that it allows both sides to achieve their objectives. The chapter describes the integrative negotiation process which include creating a free flow of information, attempting to understand the other negotiator’s real needs and objectives, emphasizing commonalities between parties, and searching for solutions that meet the goals and objectives of both parties. It focuses on the four key steps in the integrative negotiation process: identify and define the problem, understand the problem and bring interests and needs to the surface, generate alternative solutions to the problem and evaluate those alternatives and select among them. For each of these steps, it discusses many strategies and tactics in details. Finally, we also review seven factors: first, three types of goals-common, shared, and joint-may facilitate the development of integrative agreements. Second, they must have faith in their problem-solving ability. Third, negotiators must accept both their own and the other’s attitudes, interests, and desires as valid. Fourth, the parties should be motivated to collaborate rather than to compete. Fifth, trust may accelerate the collaboration of parties. Sixth, accurate and clear communication is also important. Seventh, the negotiator must pay attention to the understanding of the dynamics of integrative negotiation.