Learn how to negotiate like a diplomat, think on your feet like an improv performer, and master job offer negotiation like a professional athlete when you download a copy of our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School.

integrative negotiation

Negotiations in which there is a potential for the parties’ interests to be integrated in ways that create joint value or enlarge the pie. Integrative negotiation is possible when the parties have some shared interests or opportunities to realize mutual gains through trades across multiple issues. (Michael Watkins and Susan Rosegrant, Breakthrough International Negotiations [Jossey-Bass, 2001], 31). See Also: When Do Employees Choose to Negotiate, Do Attitudes Influence Results, Integrative Bargaining versus Distributive Bargaining.

The following items are tagged integrative negotiation

Daily

BATNA: Examples of 10 Hard Bargaining Negotiating Skills and Negotiation Strategies

Posted by & filed under BATNA.

Negotiating skills for dealing with situations as they arise at the bargaining table are always in high demand. Strategies prepared before coming to the bargaining table are one way to anticipate events during negotiations, but expert negotiators know that the bargaining style of their counterpart will impact, positively or negatively, even the best laid plans. … Read More 

Product

Westville

Posted by & filed under .

John Forester and David Stitzel Three-person, three-issue, integrative, scoreable mediation among representatives of a homelessness task force and a neighborhood group, mediated by a planning department representative, over the terms of a proposed homeless shelter in their suburban town … Read More 

Daily

Product

Telemachus Technology

Posted by & filed under .

Ellen Waxman and George Maxe Three-party intra-organizational negotiation among mentor, mentee, and mentee’s manager regarding an upcoming meeting that touches on diversity, communication, and mentorship issues … Read More 

Daily

Essential Negotiation Skills for Effective Negotiation: Limiting Cognitive Bias in Negotiation Scenarios

Posted by & filed under Negotiation Skills.

In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition, and may hinder integrative negotiations. Of course, negotiators are not always affected by bias; we often think systematically and clearly at the bargaining table. Most negotiators believe they are capable of distinguishing … Read More 

Daily

Integrative Negotiation Examples: The Benefits of Coalitions in Bargaining

Posted by & filed under Negotiation Skills.

Here is one of our best integrative negotiation examples drawn from the negotiation research presented in Negotiation Briefings: In 2006, representatives of wind-energy developers started knocking on the doors of Wyoming ranchers. They were seeking to persuade the ranchers to sell the rights to build wind turbines on their land, reporter Addie Goss recounted on … Read More 

Daily

Daily

How to Bargain for a Mutually Beneficial Agreement

Posted by & filed under Win-Win Negotiations.

We tend to view job negotiations as battles over a fixed pie of resources: A higher salary for the employee means lower profits for the employer. More vacation time equals lowered productivity, and so on. But employment negotiations can lead to win-win agreements. If an entrepreneur can’t afford office space, she will benefit from hiring employees … Read More 

Daily

Daily

Daily

Daily

Daily

Emotional Intelligence as a Negotiating Skill and Negotiation Tactic

Posted by & filed under Negotiation Skills.

The concept of emotional intelligence burst into the cultural imagination in 1995 with the publication of psychologist Daniel Goleman’s bestselling book of the same name. Experts have predicted that scoring high on this personality trait would boost one’s bargaining outcomes and have found many successful negotiation examples using emotional intelligence in their research. After all, … Read More 

Daily

Forging a Global Agreement on Climate Change

Posted by & filed under Business Negotiations.

The ambitious goal of the professional negotiators who participated in the 2015 United Nations Climate Change Conference, held in a Paris suburb from November 30 through December 11, 2015, was to reach enforceable commitments from nations around the world to lower their greenhouse-gas emissions to levels that could ward off environmental disasters. At the Paris climate … Read More 

Daily

Daily

Daily

An Alternative to Traditional Dispute Resolution Instruction

Posted by & filed under Dispute Resolution.

Many negotiation and mediation instructors draw from other disciplines for a range of purposes. Insights from social psychology, for instance, can help students understand, explain, or predict certain interpersonal and inter-group dynamics. Ideas from economics and game theory can shed light on various value-creation principles. The performing arts, including improvisational theater, can help negotiation students … Read More 

Daily

MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table

Posted by & filed under Conflict Resolution.

MESO negotiation, a negotiation strategy for creating value with a counterpart who may be reluctant to negotiate, allows negotiators to propose multiple offers without signaling commitment or preference for any one option. Business negotiators that practice integrative negotiation strategies often complain that although they try to focus on creating value, they run into far too many difficult … Read More 

Daily

How Chaos at the Bargaining Table Can Help Negotiators Reach Agreement

Posted by & filed under Negotiation Skills.

Here are some examples of negotiation situations in which chaos at the bargaining table works to the negotiator’s advantage. Whether conducting business negotiations involving commercial transactions or personal disputes with a friend, the following negotiating skills and techniques can be used. Take Thomas Green’s story: “I’ve learned to make chaos my friend in negotiation,” says Thomas Green, … Read More 

Daily

Daily

Daily

Daily

Daily

Daily

The Importance of Negotiation for Female Negotiators: Women Should “Negotiate Hard” According to First Lady Michelle Obama

Posted by & filed under Win-Win Negotiations.

When U.S. First Lady Michelle Obama was offered her first job after law school, it didn’t even occur to her to negotiate for a higher salary, she said in a recent interview in Parade magazine. “Now I realize that that’s one of the challenges that we have as women: We don’t negotiate for ourselves,” … Read More 

Daily

Daily

Conflict Negotiation Strategies: When Do Employees Choose to Negotiate?

Posted by & filed under Dispute Resolution.

More broadly, how does the desire to negotiate stack up against other workplace decision-making procedures? Negotiation seems to be the preferred decision-making mechanism when employees are seeking individually tailored solutions, such as adjustments to travel and work schedules. On the other hand, they prefer their compensation to be based on performance criteria and want company-wide policies … Read More 

Daily

What is Your BATNA and How to Use Negotiations to Create Win-Win Scenarios in Business

Posted by & filed under BATNA.

What is BATNA? Negotiations in which each counterpart has a best alternative to a negotiated agreement are scenarios in which the incentive to work together must exceed the value of alternatives away from the negotiation table. One negotiation example, labor strikes highlight common conflict resolution pitfalls. The latter half of 2012 saw a slew of labor … Read More 

Daily

Daily

Characteristics of Negotiation Styles: Negotiation Skills for Win-Win Negotiations

Posted by & filed under Negotiation Skills.

A few characteristics of negotiation styles include hard bargaining tactics focused on claiming as much value as possible and integrative negotiation strategies such as value creation or win-win negotiation scenarios. What negotiation styles leads to optimal negotiated agreements and are suitable to win-win negotiations? One skill to cultivate that will have a positive impact on … Read More 

Daily

Difficult Situation Examples: The Hostage Negotiator’s Drill

Posted by & filed under Dispute Resolution.

Here are some negotiating skills and negotiation techniques from the world of crisis negotiations: Hostage negotiators stress the importance of discussing the “drill”—goals, ground rules, and operating principles—with their team before beginning talks with a hostage taker. Such negotiation teams are likely to commit to working together as slowly as needed to resolve a standoff. This type of agreement can … Read More 

Daily

Six Guidelines for “Getting to Yes”

Posted by & filed under Negotiation Skills.

In their revolutionary book Getting to Yes: Negotiating Agreement Without Giving In (Penguin, 3rd edition, 2011), Roger Fisher, William Ury, and Bruce Patton introduced the world to the possibilities of mutual-gains negotiation, or integrative negotiation. The authors of Getting to Yes explained that negotiators don’t have to choose between either waging a strictly competitive, win-lose … Read More 

Daily

Daily

Top Ten Conflict Resolution Posts

Posted by & filed under Conflict Resolution.

Here is a list of our top ten most popular conflict resolution articles. 1. A Cross Cultural Negotiation Example: How to Overcome Cultural Barriers Understanding cultural norms, while avoiding stereotyping, is a key negotiation skill for all international negotiators. Negotiation research reveals that dealmaking across cultures tends to result in worse negotiated agreements than those where … Read More 

Daily

Daily

Make the Most of Mediation in Negotiations and Dispute Resolution

Posted by & filed under Mediation.

Negotiations that turn into intractable disputes between negotiators should look to mediators and mediation as a solution to the impasse. Previously the Program on Negotiation has discussed litigation and arbitration as pathways that acrimonious disputes between negotiating parties can take. In this article, mediation is discussed as a method for creating value and resolving disputes … Read More 

Daily

Daily

Learning to Manage Climate Change Risks: Three New Multiparty Negotiation Games That Can be Used to Enhance Public Engagement

Posted by & filed under Daily, Negotiation Skills, Pedagogy at the Program on Negotiation (Pedagogy @ PON), Research Projects.

The Clearinghouse now offers three, multi-party role play simulations focused on helping cities manage climate change risks. These were prepared by the Science Impact Collaborative at the Massachusetts Institute of Technology under the direction of Professor Larry Susskind. The purpose of these exercises is to engage the public in a mixture of political and technical … Read More 

Daily

Occupational safety

Posted by & filed under Daily, Negotiation Skills.

The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises. The following role simulation is a six-person integrative negotiation among representatives of a manufacturing company, an occupational safety agency, a union, a local fire department, and a local technical expert to settle claims of safety violations … Read More 

Daily

Expanding the farm

Posted by & filed under Daily, Negotiation Skills.

The PON Clearinghouse offers hundreds of role simulations, from two-party, single-issue negotiations to complex multi-party exercises.  Mountain View Farm is a two-party, multi-issue integrative negotiation between a farmer and a neighbor over the sale or lease of part of the neighbor’s land. SCENARIO: A Vermont farmer somewhat interested in the possibility of expanding activities … Read More