Chapter Four : Strategy and Tactics of Integrative Negotiation
Summary :
This chapter talked about the integrative negotiation which allows both sides to achieve their objectives. The integrative negotiation process can be explained into 4 major steps. First is to identify and define the problem, then, make the understanding problem and bring the interests and needs to the surface. The third one is generating alternative solutions to the problem. Last is evaluating the alternatives and selecting among them. The successful integrative negotiation can occur if both parties find a mutually acceptable joint solution. 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.
Summary :
This chapter talked about the integrative negotiation which allows both sides to achieve their objectives. The integrative negotiation process can be explained into 4 major steps. First is to identify and define the problem, then, make the understanding problem and bring the interests and needs to the surface. The third one is generating alternative solutions to the problem. Last is evaluating the alternatives and selecting among them. The successful integrative negotiation can occur if both parties find a mutually acceptable joint solution. 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.
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