Integrative Negotiations Flashcards
Integrative negotiation
the focus is on the interests of each party
four basic components of integrative negotiation
separate the people from the problem
focus on interests
generate a variety of alternatives that provide mutual gain
evaluate the alternatives based on objective criteria
Separate the People from the Problem
the focus is on the actual problem and not the individuals involved
Focus on Interests
it is important that the parties’ interests be the center of attention
Substantive interests
the needs related to the material outcomes of the negotiation
Relationship interests
deal with ongoing relationship between the parties
Process interests
a party’s interests in the negotiation or dispute resolution process itself.
Interests in the principles
parties’ concerns about what is ethical and justice
Generating Options for Mutual Gain/Creating Value
looking for possible solutions to the problem at hand
fixed-pie perception
belief that people’s interests are fundamentally opposed
Evaluating Alternatives and Claiming Value
final step in integrative negotiation process, no matter how much creative problem solving enlarges the pie, it must still be divided
dilemma of trust
how much you believe you can rely on the other party to be truthful with you
dilemma of honesty
how much about your motives you will disclose to the other party
Generating Options for Mutual Gain/Creating Value
looking for possible solutions to the problem at hand
