Summarize Negotiation Chapter 4 Strategy and Tactics of Integrative Negotiation

In this chapter, we have reviewed the strategy and tactics of integrative negotiation. The fundamental structure of integrative negotiation is one with which the parties are able to define goals that allow both sides to achieve their objectives. Integrative negotiation is the process of defining these goals and engaging in a set of procedures that permit both sides to maximize their objectives.
The integrative negotiation process began with a high level of concern for both sides achieving their own objectives propel a collaborative, problem-solving approach. Successful integrative negotiation requires several processes. First, the parties must understand each other’s true needs and objectives. Second, they must create a free flow of information and an open exchange of ideas. Third, they must focus on their similarities, emphasizing their commonalities rather than their differences. Finally, they must engage in search for solutions that meet the goals of both sides.
The four key steps in the integrative negotiation process are identifying and defining the problem, identify interests and needs, generating alternative solutions, and evaluating and selecting alternatives. For each of these steps, we proposed techniques and tactics to make the process successful.
We then discussed various factors that facilitate successful integrative negotiation. First, the process will be greatly facilitated by some form of common goal or objective. This goal may be one that the parties both want to achieve, one they want to share, or one they could not possibly attain unless they worked together. Second, they must share a motivation and commitment to work together, to make their relationship a productive one. Third, the parties must be willing to believe that the other’s needs are valid. Fourth, they must be able to trust each other and to work hard to establish and maintain that wants and an effort to understand the other’s needs.