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It is a collaborative approach used when both your outcome and the relationship with the other party are important.

Integrative Negotiation

Dilemma of honesty

How much to share with the other party

Your relationship with the other party

Situation

Value system

Personality

Depends on

Dilemma of trust

How much to trust the other party

Depends on direct and indirect experience

Components

Evaluate alternatives based on objective criteria

Use objective/standard criteria, standard approaches, and generally accepted principies.

Generate alternatives that provide mutual gain.

Brainstorming if needed

Seek those that create mutual valué. even if they are un usual

Focus on interest not position

Types of interests

Principles

The needs that a negotiator has that have to do with concerns about what is ethical and just.

Process

The needs that a negotiator has that have to do with a party's interests in the negotiation or dispute resolution process itself

Relationship

The needs that a negotiator has that deal with the ongoing relationship between the parties.

Substantive

The needs that a negotiator has that relate to the material outcomes of the negotiation.

Separate the people from the problem

Characteristics

Cooperative relationship

Maximize value

Collaborative strategies

Win-win approach