Integrative Negotiation

Integrative Negotiation

1. Negotiators must

   • Focus on commonalties, not differences
   • Attempt to address needs and interests, not positions
   • Commit to meeting the needs of all involved parties
   • Exchange information and ideas
   • Create options for mutual gain
   • Use objective criteria for performance standards
   • Manage the context and process of negotiation to gain cooperation and commitment from all parties

2. Key contextual factors

   • Creating a free flow of information
     • Includes having both parties know and share their options
     • Negotiators must create the conditions for a free and open discussion of all specific and related issues and concerns.
     • For the necessary exchange to occur, negotiators must be willing to reveal their true objectives and to listen carefully.
   • Understand the other negotiator's real needs and objectives
     • One must understand the other's needs before helping to satisfy them
     • Awareness that the other's priorities are not the same as their own, encourages the parties to exchange more information, understand the nature of the negotiation better and achieve higher joint gains.
     • Negotiators must make a real effort to understand what the other side really wants to achieve.
   • Emphasizing commonalities between parties and minimizing the differences
     • It may be necessary to redefine individual goals that are best achieved through collaborative efforts toward a collective goal.
     • Sometimes the collective goal is clear and obvious, and sometimes it isn't so clear or easy to perceive.
     • Only by focusing constantly on this goal were the parties able to concentrate on commonalities that led to a solution
   • Searching for solutions that meet the needs and objectives of both sides
     • Negotiators must be firm but flexible: firm about their main interests and needs, but flexible about how these interests and needs are met.
     • Requires both negotiators not only define and pursue their own goals, but also that they care about other's goals and search solutions that satisfy both sides.
     • Outcomes are measured by the degree to which they meet both negotiator's goals.

3. Process

   • Problem identification
   • Understanding the needs and interests of both parties
   • Generating alternative solutions
   • Selecting among alternative solutions

4. Factors that facilitate negotiation

   • Presence of a common goal
     • When the parties believe they are likely to benefit more from working together than from competing or working separately.
   • Belief in the validity of the other party's position
     • Requires negotiators to accept both their own and the other's attitudes, interests and desires as valid. Believe in the validity of your own perspective; that it is worth fighting for, but must also accept the validity of the other party's perspective.
   • Clear and accurate communication
     • Mutual understanding is the responsibility of both sides. The communicator must be willing the other side has received the message intended. The listener must engage in active listening, that what he received is the message intended.
   • Faith in one's own problem-solving ability
     • Expertise increases both the negotiator's knowledge base and their self-confidence, both of which are necessary to approach the problem at hand with an open mind.
   • Trust
     • Each negotiator must believe that both parties choose to behave in cooperative manner.
   • Motivation and commitment to work together
     • The parties must be motivated to collaborate than to compete. They must be willing to make their own needs explicit, Identify similarities, and to recognize and accept differences. Also, tolerate uncertainties and clarify inconsistencies

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