A key approach to determining interests is asking "Why? The fundamental structure of integrative negotiation situation is such that, it allows both sides to achieve their objective. Through cost cutting, one party achieves her objectives and the others costs are minimized if she agrees to go along.
Be sure to make it clear that you are asking these questions so you can understand their interests needs, hopes, fears, or desires better, not because you are challenging them or trying to figure out how to beat them.
They are the underlying reasons why people become involved in a conflict. Those wishing to achieve integrative results find that they must manage both the contest and the process of negotiation in order to gain the cooperation and commitment of all parties. It helps to avoid thinking about a negotiation as a game or war between sides.
Momscom analysis of integrative negotiations brainstorming, small groups of people work to generate as many possible solutions to the problem as they can. What are your concerns? The fourth stage in the Integrated Negotiation Process is to evaluate the alternatives generated during the previous phase and to select the best ones to implement.
See Rapoport, Erev, and Zwick, 7. This will take some work by the negotiating parties, as interests are often less tangible than positions and are often not publicly revealed. Once the parties have agreed on a common definition of the problem and understood each others interests, they need to generate a variety of alternative solution.
This involves beginning negotiations with shortage of resources, this is not possible for both parties to satisfy their interests or obtain their objectives under current condition. Distributive bargaining plays a role in integrative bargaining, because ultimately "the pie" has to be split up.
This type of question allow you to show interest in what the other side s want, as well as provides them the opportunity to point out the problems they may have with your proposal.
The answers to these types of questions can also be a good source of information by providing you insight into their interests. I prepared for the negotiation by creating a spreadsheet, which allowed me to go over multiple package combinations until I found what I thought to be the best deal under the restrictions placed on me by my corporation.
However, if the other party responds with an answer that reflects a willingness to be flexible, then you may decide to forget about improving your BATNA and pursue a win-win deal. However, logrolling may be effective when the parties can combine two issues, but not when the parties take turns in successive negotiation.
Solution seeking questions are a way to build trust and establish commitment to the negotiated agreement. This prevents ongoing ill will after the negotiation concludes. Both girls take the position that they want the whole orange.
If you can take care of the basic needs of both sides, then agreement will be easier.May 03, · Integrative negotiation is often referred to as ‘win-win’ and typically entails two or more issues to be negotiated. It often involves an agreement process that better integrates the aims and goals of all the involved negotiating parties through creative and collaborative problem solving.5/5(2).
Oct 19, · Identify interest needs – Many writers have stressed that a key step in achieving an Integrative Agreement is the ability of the parties to understand and satisfy each others interest.2 Identifying interest is a critical step.
The contradictions between the characteristics of integrative and distributive negotiations are discussed and assumptions for these two types as well as qualitative differences between them are proposed.
killarney10mile.com: Analysis of Integrative Negotiations In the "killarney10mile.com" negotiation, I played the role of a representative of an international multimedia corporation looking to perform a syndication sale of one of our top rated shows.
Bargainer Characteristics in Distributive and Integrative Negotiation distributive (win-lose) and integrative (where the potential for win-win exists) negotiation.
(see Digman, ), and it is the basis for our analysis of personality in negotiation. The personality factors (frequently referred to as the Big.
killarney10mile.com: Analysis of Integrative Negotiations Essay Sample. In the “killarney10mile.com” negotiation, I played the role of a representative of an international multimedia corporation looking to perform a syndication sale of one of our top rated shows.Download