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Strategy and Tactics of Intergrative Negotiation

In this chapter, we focus on the strategy and tactics of intergrative negotiation that permits both parties to maximize their objectives.

Discussing with an overview of integrative negotiation process by creating a free flow of information attempting to understand the other negoitator's real needs and objectives, and emphasizing the communicaties between the parties and minimizing the differences and searching for solutions that meet the needs and objectives of both sides.

The four key steps in the integrative negotiation process are identifying and defining the problem, understanding the problem Fully-Identify interests and needs, generating alternative solutions, and evaluating and selecting alternatives.

To conclude this chapter with factors that facilitate successful integrative negotiation; If the parties believe are likely to benefit move fram working together than form competing or working separately, the situation offers greater potential for successful integrative negotiation, the parties have tohave faith in one's problem-solving ability, a belief int eh validity of one's own position and the other's perspective, the motivation and commitment to work together, generating trust in the parties will lead to collaboration.

Finally, there must be a clear and accurate communication and an understanding of the dynamics of integrative negotiation.