bloop

INTEGRATIVE NEGOTIATION

Integrative negotiation is sometimes referred to as interest-based bargaining because the focus is on the interests of each party as opposed to the distribution of a fixed resource.

BASIC COMPONENTS OF INTEGRATIVE NEGOTIATION

Separate the People from the Problem: involves depersonalizing the problem so the focus is on the actual problem and not the individuals involved.

Focus on Interests: focus on the parties’ interests, which are their needs, desires, concerns, and fears. This is in contrast to positions, which are the stances a negotiator takes during the course of a negotiation.

Generating Options for Mutual Gain/Creating Value: involves looking for possible solutions to the problem at hand.

Evaluating Alternatives and Claiming Value: The final step in the integrative negotiation process is evaluating the options and claiming value.

Helps to avoid reactive devaluation, which occurs when negotiators perceive that con�cessions made by the other party are made to benefit the other party

TYPES Of INTERESTS

Substantive interests: are the needs that a negotiator has that relate to the material outcomes of the negotiation.

Relationship interests: deal with the ongoing relationship between the parties.

Process interests: These have to do with a party’s interests in the negotiation or dispute resolution process itself.

Interests in the principles involved: include the parties’ concerns about what is ethical and just.

THE DILEMMA OF TRUST

The dilemma of trust is essentially how much you believe you can rely on the other party to be truthful with you. In other words, how much of what the other party says should you believe?

THE DILEMMA OF HONESTY

Simply put, this dilemma involves how much about your position and motives you will disclose to the other party. It is es�sentially the flip side of the dilemma of trust.

The dilemma of honesty deals with how much information one should share with the other party

The dilemma of trust involves how much of what the other party says that you should believe.