N03: Strategy and Tactics of Integrative Negotiation

Besides distributive bargaining which produces a win-lose situation for parties, another form of negotiation to learn in this chapter that allows the win-win situation is Integrative Negotiation. Integrative bargaining is a form of negotiation in which the parties are able to define goals that allow both sides understand each other’s interest as well as achieve their objectives at the bottom line.

To be successful in integrative negotiation process, unlike the distributive bargaining situation, negotiators need to be willing to reveal their both sides true objectives and to listen to each other carefully to help identifying the problem. Also, both parties need to trust one another, manipulate information and attempt to learn about the other purely for their own competitive advantage. To help each other resolve the problem, parties also need to ensure that what the other obtains does not take away from the other side’s accomplishments. This bargaining strategy requires both negotiators to define both parties’ goals and search for solutions to pursue their own goals as well as satisfy both sides.

In this chapter, negotiators also learn various factors that help manage success integrative negotiation. These factors include as following:

-       Common goal or objectives, which both parties want to achieve.

-       Both parties must have faith in their ability of solving problem.

-       Parties must believe in their own and the other’s attitudes, interests, and desires.

-       Both parties must be motivated to collaborate rather than to compete.

-       Both parties must trust each other and maintain that trust.

-       The successful negotiation requires clear and accurate communication during exchanging information.

-       At last, the parties need to understand the dynamics of integrative negotiations