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Strategy And Tactics Of Integrative Negotiation Pdf

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Integrative Negotiation: Definition, Tips and Examples

Negotiation is a dialogue between two or more people or parties intended to reach a beneficial outcome over one or more issues where a conflict exists with respect to at least one of these issues. Negotiation is an interaction and process between entities who aspire to agree on matters of mutual interest , while optimizing their individual utilities. Negotiators need to understand the negotiation process and other negotiators to increase their chances to close deals, avoid conflicts, establishing relationship with other parties and gain profit [1] and maximize mutual gains. It is aimed to resolve points of difference, to gain advantage for an individual or collective , or to craft outcomes to satisfy various interests. Distributive negotiations, or compromise, is conducted by putting forward a position and making concessions to achieve an agreement.


Analysis of negotiation strategies between buyers and sellers: an applied study on crop protection products distribution. This paper aims to analyze how buyers and sellers use trading strategies considering the relationship between them and the transaction sequence. It also focuses on assessing what are the reasons associated with the use of each strategy. For this, we used a multiple case study method, analyzing the negotiations between distributors of inputs and rural producers. We studied 13 cases with a dyad approach buyer's and seller's view on the same trading.

While that approach may work in a lot of instances, complex deals demand a much more strategic approach. They also get creative about the process and framing of negotiations, ditching the binary thinking that can lock negotiators into unproductive zero-sum postures. Applying such strategic techniques will allow dealmakers to find novel sources of leverage, realize bigger opportunities, and achieve outcomes that maximize value for both sides. But for complex deals, a proactive approach is needed. Strategic negotiators look beyond their immediate counterpart for stakeholders who can influence the deal.

Distributive bargaining is defined as negotiations that seek to divide up a fixed amount of resources, a win-lose situation. Its most identifying feature is that it operates under zero-sum conditions, i. The core of distributive bargaining is that each party has a target point and a resistance point. The target point is what the parties would like to achieve most. The resistance point is the minimum result which would be accepted by the parties. The negotiation that seeks one or more settlements than create a win-win situation is called Integrative Bargaining Strategy. Regarding intra- organizational behavior , all things being equal integrative bargaining is preferable to distributive bargaining.

Why Integrative Negotiation? Distributive Bargaining (Dominating or Obliging) is a more habitual and well-known method, so a lot of executives use it.

Strategy and Tactics of Integrative Negotiation

In many workplaces, two individuals or groups may need to find a solution they can both agree upon. Integrative negotiation can be helpful in this situation, as the parties can work together to find a mutually beneficial solution. Understanding this negotiation technique may help you become a more collaborative team member.

Understand the basic elements of an integrative negotiation situation. Explore the strategy and tactics of integrative negotiation. Consider the key factors that facilitate successful integrative negotiation. Gain an understanding of why successful integrative negotiations are often difficult to achieve.

What’s Your Negotiation Strategy?

Here are four integrative negotiation strategies for value creation that all negotiators should add to their toolkit. Build powerful negotiation skills and become a better dealmaker and leader. Careful analysis, estimation, and conversations with colleagues will help you answer the first two questions.


This paper tests the fit of three models of integrative and distributive bargaining using eight hostage negotiation transcripts. Putnam argues that integrative and distributive bargaining processes are best understood through the interdependence model that emphasizes the dynamic nature in which bargainers make transitions between integrative and distributive positions. The separate and the stage models predict more stable patterns of distributive and integrative behavior. To determine the goodness of fit for these three models, this paper compares integrative and distributive strategy use among actual and simulated hostage negotiations.

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A Review of Distributive and Integrative Strategies in the Negotiation Process

Сьюзан посмотрела на Беккера, наблюдавшего за ней с экрана. Вспомнить арифметику. Он сам считает как фокусник. Она знала, что он перемножает цифры и намертво запоминает словари, не хуже ксерокса. - Таблица умножения, - сказал Беккер.

Use Integrative Negotiation Strategies to Create Value at the Bargaining Table

Сьюзан отдала приказ: - Перепечатайте сверху. Нужно читать по вертикали, а не по горизонтали. Пальцы Соши стремительно забегали по клавишам.