Page
Integrative Negotiation
Completion requirements
View
This is commonly known as win–win negotiation. As the name suggested, such a negotiation is one where both parties gain something.
Here are some features that are often found in an integrative negotiation:
- There is a genuine attempt to understand what the other party’s needs are.
- Common objectives are emphasized, and difference is played down.
- There is an attempt to avoid personal issues.
- The focus is on the main issues – distractions and minor issues are avoided as far as possible.
Click here to view a video that explains integrative bargaining tactics: expanding the pie.