Describe integrative negotiation, and provide examples of this approach to negotiating
What will be an ideal response?
Answer:
Integrative negotiation involves a more open bargaining process where the parties share their interests and needs and explore how a resolution may be achieved that will satisfy both. In integrative negotiation, the parties inquire about the underlying interests that justify the positions they hold. Open communication, trust, and sharing of information are key components of an integrative negotiation process. The main principle of integrative negotiation is that by sharing underlying interests and seeking to understand each other's interests, each party may realize greater gains than they might through distributive negotiation processes.
Examples of integrative negotiation include situations where the parties have interests beyond single issues like price, such as furthering important relationship interests. Family members, neighbors, co-workers, and long-standing business partners are just a few examples of relationships where the parties will likely achieve greater benefits through integrative rather than distributive negotiation processes. Students may offer other examples.
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