N3: Strategy and tactics of Integrative Negotiation

In this chapter it reviewed the strategies and tactics of integrative negotiation. Integrative negotiation helps to define goals that allow both parties to achieve there objectives. Often negotiators fail at integrative negotiation because they perceive the integrative potential of the negotiation situation. Although a successful integrative negotiation can happen if and only if the negotiators follow a several process. The first step in doing so is to understand the true needs and objectives. The second step explains that they must be an open exchange of ideas, third they must work on similarities. And finally they must show interest for a solution that meets goals for both parties. Although it isn’t easy for both parties to integrative negotiation. They often run into conflict, defensiveness, and hard-line position. In order for the integrative negotiation to work both parties have to create necessary conditions for it to be successful.