it’s often referred to as interest based bargain as the focus is on the
interest of each party It involves creating synergy It’s a win-win approach, where everyone concentrate on finding ways to make the pie bigger so everyone could get a share It’s a non-zero sum game Integrative negotiations
There are four basic components: (Fisher and Ury)
• Separate the people from the problem • Focus on interests not positions • Generate a variety of alternatives that provide mutual gain • Evaluate the alternatives based on objective criteria Separate the people from the problem
It’s about depersonalizing the problem so the focus is on
the actual problem Some people become emotionally attached to their positions to win the negotiation Knowing the other party or having a history with them may also complicate the situation of negotiation Focus on interest
Focusing on the other party’s desires, interests and
needs.
It’s very important to give the interests of the other
party all the attention. Focus on interest Types of interests are: ◦ Substantive interests: needs that relate to the material outcomes. ◦ Relationship interests: deal with ongoing relationship between the parties ◦ Process interests: interests concerned with the negotiation process itself as people want to be heard and recognized ◦ Interests in the principles: concerns about what is ethical and just. Generate alternatives for mutual gain Involves looking for possible solutions to the problem The goal is to develop alternatives that create additional value by working together Creative option generation is one of the most useful skills for a negotiator Brainstorming is a technique where the parties identify as many ideas as possible Obstacles to creating value
making early judgments, searching for a single
answer, believing that the pie is fixed, and assuming that the other party wants to meet his goal evaluate the options and claim value To evaluate the options: ◦ Always insist on using objective criteria to evaluate alternatives. ◦ depersonalize the issue, to get a decision based on objective, and agreed standards ◦ Evaluating alternatives objectively well helps to avoid “reactive devaluation” which happens when negotiators perceive that concessions are made by the other party for their benefits. Dilemmas
While the process of integrative approach is straight forward,
there are 2 dilemmas : • Dilemma of trust: it’s how much you can rely on the other party to be truthful, it depends on direct and indirect experience with them • Dilemma of honesty: it’s how much to share with the other party depends on the personality, the situation and the other party