Strategy and Tactics of Intergrative Negotiation - N3

Summary

This chapter introduced the strategy and tactics of integrative negotiation and began with an overview of integrative negotiation process.

There are two reasons that every negotiator should be familiar with distributive bargaining. First, some interdependent situations that negotiators face are distributive, and to do well in them negotiators need to understand how they work. Second, because many people use distributive bargaining strategies and tactics almost exclusively, all negotiation will find it important to know how to counter their effects.

There are many factors to find the best solution: the presence of a common goal, faith in one’s own problem-solving ability, a belief in the validity of the other party’s position, the motivation and commitment to work together, trust, clear and accurate communication, and an understanding of the dynamics of integrative negotiation.