Integrative Negotiation
Characteristics
Win-win approach
Collaborative strategies
Maximize value
Cooperative relationship
Components
Separate the people from the problem
Focus on interest not position
Types of interests
Substantive
The needs that a negotiator has that relate to the material outcomes of the negotiation.
Relationship
The needs that a negotiator has that deal with the ongoing relationship between the parties.
Process
The needs that a negotiator has that have to do with a party's interests in the negotiation or dispute resolution process itself
Principles
The needs that a negotiator has that have to do with concerns about what is ethical and just.
Generate alternatives that provide mutual gain.
Seek those that create mutual valué. even if they are un usual
Brainstorming if needed
Evaluate alternatives based on objective criteria
Use objective/standard criteria, standard approaches, and generally accepted principies.
Dilemma of trust
How much to trust the other party
Depends on direct and indirect experience
Dilemma of honesty
How much to share with the other party
Depends on
Personality
Value system
Situation
Your relationship with the other party