Integrative Negotiation

Integrative Negotiation

1. Evaluate alternatives

   • Set Positive tone
   • References
   • Dilemma of trust

2. Collaborative approach

   • The pie is not fixed
   • Win-win

3. Separate people from the problem

   • Avoid miscommunication

4. Focus on interest

   • Substantive
   • Relationship
   • Dilemma of honesty

5. Alternatives that provide mutual gain

   • Brainstorming
   • Alternatives

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