Chapter 3

Question 1

What makes integrative negotiation different?

Answer 1

• focuses on commonalities rather than differences

- exchange information and ideas

Question 2

Overview of the Integrative Negotiation process

Answer 2

1. create a free flow of info
2. attempt to understand the other negotiator’s real needs + objectives
3. emphasize the commonalities between the parties & minimize the differences
4. search for solutions that meet the goals and objectives of both sides

Question 3

Key steps in the negotiation process

Answer 3

1. Identify and define the problem: define the problem & depersonalize it
2. Surface interests & needs:
   - the types of interests–substantive interests relate to key issues in the negotiation
   - process interests are related to the way the dispute is settled
   - relationship interests indicate that one or both parties value their relationship
   - interests in principle: doing what is fair, right, acceptable, ethical may be shared by the parties
3. Generate Alternative Solutions: log roll (deciding on trade off) & find a bridge solution–reformulating the frame-focusing on the most imp priority agreed on

Question 4

The key to expanding the pie

Answer 4

-sharing information: if you disclose what you know, you can learn what each side needs & values; this creates the possibility to “expand the pie” into a win-win integrative solution

Question 5

Advice

Answer 5

-share information selectively
-build trust:
role based: clarify credentials, expertise, experience
goal based: discuss common interests, shared values
history-based: develop relationship by interacting frequently

Question 6

Evaluate and select Alternatives

Answer 6

narrow the range of solution options, agree to evaluation criteria in advance, explore different ways to logroll

Question 7

Factors that facilitate successful integrative negotiations

Answer 7

some common object/goal, faith in one’s own problem solving ability, a belief in the validity of one’s own position and the other’s perspective, the motivation and commitment to work together, trust, clear and accurate communication, an understanding of the dynamics of integrative negotiation

Question 8

How to prepare

Answer 8

Distributive:
-open high, establish positions, explore bargaining options, explore bargaining zone (+ or - ZOPA), demand concessions, signal closeness to goal by concession size

Integrative:
-cooperative, build trust, ask for and/or share info about interest & priorities, exchange multi-issue proposals