Integrative Negotiation - Deepstash

Integrative Negotiation

It implies a collaborative negotiation strategy, in which parties seek a win-win solution to settle the conflict.

In this process, the parties aims and goals are likely to be integrated in such a way that creates a combined value for both the parties and thus results in enlarging the pie. It stresses on reaching a mutually beneficial and acceptable outcome, keeping in mind the interest, needs, concerns, and preferences of the parties concerned.

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MORE IDEAS FROM Difference Between Distributive Negotiation and Integrative Negotiation

Refers to a competitive negotiation strategy which is used when the parties seek to distribute a fixed resource such as money, assets, etc. between themselves. 

It is also known as zero-sum, or win-lose negotiation, in the sense that the parties to negotiation try to claim the maximum share for themselves and due to which when one party wins or reaches its goals and the other one loses.

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RELATED IDEA

  • Asking good question: Good negotiators seem to ask a lot of questions and are very concerned about understanding exactly what it is you are trying to achieve from the negotiation.
  • Patience: concentrate first on getting agreement on all the parts of the contract that are common between parties before settleing other issues.
  • Preparation: Preparation accounts for 90% of negotiating success. 

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Step 1: I Don’t Like It

Notice that moment of internal resistance. It could come as irritation, impatience, or some other internal feeling of: Hey, I don’t like that.

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Accommodating
It entails giving the opposing side what it wants. 

The use of accommodation often occurs when one of the parties wishes to keep the peace or perceives the issue as minor. Employees who use accommodation as a primary conflict management strategy, however, may keep track and develop resentment.

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