integrative negotiation strategies
What are Integrative Negotiation Strategies?
How can you uncover additional value, make useful trades, and put together a package that exceeds your party’s expectations? Through integrative negotiation strategies.
Integrative negotiation strategies are the keys to value creation that all negotiators should have in their pocket. But coming up with innovative ideas in the middle of the collaborative process can be difficult, so how does the skillful negotiator change her mindset to become more creative?
Try breaking the problem down into more easily managed component parts. With multiple factors on the table, negotiation becomes a process of crafting an agreement that best meets your and your counterparts interests rather than a contest of wills at the bargaining table.
To create a collaborative environment conducive to these integrative negotiation strategies, always ask questions and listen intently to the answers, with an eye toward using this information to reconcile your respective differences during the course of the negotiation.
Even if you’ve decided to make the first offer and are ready with a number of alternatives, always open by asking and listening to assess interests. Note that if your style of listening isn’t sufficiently empathetic, it won’t elicit honest responses.
Furthermore, you’ll have to ask a lot of questions to get a clear picture of someone’s interests. And to model the type of response you’re seeking, you must be willing to reveal your own interests. Practitioners often assume that exposing their interests will give the other side an unfair advantage, but this is rarely true.
Find out more about integrative negotiation strategies and discover how to handle complicated, high-level business negotiations in this free special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from Harvard Law School.
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