Integrative Negotiation has what type of mindset?
WIN-WIN MINDSET
What are the common mistakes of a negotiator
- Failing to negotiate when you should have
- Negotiate when you shouldn’t
- Negotiated with the wrong strategy
What are the good characteristics of a negotiator?
- Great listening skills
- Person character and integrative
- Personal maturity
- Abundance mentality
To Get Integrative Results
- Manage the context
- Manage the process
What are the items in Manage context?
a. Creating a free flow of information
b. Understand the other party’s needs and objectives
c. Emphasis things in common, minimize differences (indi goals to collec)
d. Searching for solutions that meet both parties needs
What are the Steps in “Manage the Process”
- Identify and define the problem
- Surface interest and needs (satisfy both)
- Generate alternative solutions
- Evaluate and select alternative (claim value)
Step 1: Identify and define the problem
- Define the problem in a way that is mutually acceptable to both sides
- State the problem with an eye toward practicality and comprehensiveness
- State the problem as a goal and identify the obstacles to attaing this goal: if an obstacle becomes unsolvable then is a boundary maker.
- Depersonalize the problem
- Separate the problem definition from the search for solutions
What are the 4 types of interests in the step 2?
- Substantive interest: the tangible
- Process interest
- Relationship interest
- Interest in principle
Step 2: Surface interest and needs
- Types of interest
- Observations of interest
What are the characteristics of Observations of interest?
- More than 1 type of interest
- Care about the different type of interest
- Interest comes from deeply rooted human values
- Interest can change
- Surfacing interest
- Surfacing interest is not always easy
What is the Pareto efficient fronteir?
When we focus on increasing the value of the buyer and the seller, creating value making the pie bigger, until we get to the point where there is no more room to create more value, that is the Pareto efficient frontier. After, it come claiming value, cut the pie
Why leave claim value at the end
- Distributive strategies might damage the relationship
- Focus on collaborating (make the pie bigger)
What are the 3 steps to get to the Pareto Efficient Frontier?
- Identify and define the problem
- Surface interest and needs
- Generate alternatives solutions
