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
