Chapter 4: Integrative Negotiations

Chapter 4: Integrative Negotiations

1. Integrative negotiations

   • Separate the people from the problem
   • Focus on interests
     • Substantive interests
       • The subject of the perceived conflict between the parties
     • Relationship interests
       • Involve one or more of the party having an interest in the strength of the relationship
     • Process interests
       • The parties desires to have a certain method or procedure for deciding substantive issues
     • Interests in the principles
       • The monthly interest amount declines over time as the outstanding principal declines

2. Obstacles to create value

   • Evaluating alternatives and claiming value

3. The dilemma of trust

   • Parties need to trust one another to some extent in order to reach agreement

4. The dilemma of honesty

   • Limiting trust, disguising preferences and goals, and manipulating information may lead to a better outcome