chapter4: 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 within which the parties are able o 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.Overall of the process begin with a high level of concern for both sides achieving their own objectives propels a collaborative, problem-solving approach. Negotiators frequently fail at integrative negotiation because they fail to perceive the integrative potential of the negotiating problem. However, breakdowns also occur deu to distributive assumptions about the negotiating problem, the mixed-motive nature of the issues, or the negotiators' previous relationship with each other.
The four key steps in this process are identifying and defining the problem, identifying 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.
Also the factors that facilitate succesful integrative negotiation. Firstly the process will be facilitated by some form of common goal (this goal is wanted by parties to achieve it). Secondly they must share a motivation and commitment to work together, to make a relationship productively. Furthermore the parties must be willing to believe others' need and they can trust each other to work hard and establish, maintain that trust. Finally they must be clear and accurate communication about what each one wants and an effort to understand the other's needs.