Chapter 3

TEAM TWO

SUMMARY OF CHAPTER 3:
STRATEGY AND TACTICS OF INTEGRATIVE NEGOTIATION


1. The Chapter is a review of the strategy and tactics of integrative negotiation, in which both parties to the negotiation win. Integrative negotiation is always a win –win solution, allowing both parties to define their goals and achieve its objectives. The chapter began with an overview of integrative negotiation process, in which the process would involve both parties to the negotiation to provide relevant free flow of information, comprehending each party’s needs and objectives and proffering solutions that will meet both party’s needs. For a negotiation to scale through successfully, it requires several processes. First, the parties must understand each other’s true needs and objectives. Second, they must avail to each other any information that would be necessary for both parties to carry out a successful negotiation. Third, they must focus on their similarities, emphasizing their commonalities rather than their differences. Fourth, gather solutions that will meet the needs of both sides.

2. Further to complement the overview of integrative bargaining, there are four major steps in integrative negotiation which are, identifying and defining the problem, identifying interest and needs, generating alternative solutions, and evaluating and selecting alternatives. It was emphasized that the first three steps are for creating value, while the fourth step of the negotiation, that is evaluation and selection of alternatives is for claiming value. Claiming value involves many of the distributive negotiation skills. The technique and tactics where further discussed. Factors that facilitate successful integrative negotiation were discussed, which entails: First, both parties having a common goal or objective. Second, they must believe in their problem- solving ability. Third, the parties must be able to believe that the other person’s needs are valid. Fourth, they must share a motivation and commitment to work together. Fifth, it is important that both parties have trust in themselves and work hard to establish and maintain that trust. Sixth, there must be clear and accurate information about what each one wants and an effort to understand the others needs. The parties should view the needs of each other as important. Finally, there must be a firm understanding of the dynamics of integrative negotiation.
If parties cannot successfully apply the above conditions, there may end up not having a win-win solution

REFLECTION

3. In negotiation everyone wants to be the winning party nobody wants to lose. The chapter has illustrated ways any party could win a negotiation if the above steps are adhered to. Equipping one’s self with such tactics will make a person win most times.