Integrative negotiation means creating the free flow of negotiation. It attempts to the other negotiators real goals and objectives. Integrative Negotiation emphasis the commonalities between the parties and minimizes the differences. It tries to meet the needs and objectives of both sides. Key steps in the Integrative Negotiation process includes: Identify and define the problem, Understand the problem fully and identify the needs and interests, generate alternative solutions and evaluate and select alternatives. Alternative solution to the problem can be generated in the form of brainstorming, surveys, electronic brainstorming and summary. According to the writer there are eight steps that facilitate successful Integrative Negotiation. They are: common objective or goal, faith in ones’ problem solving ability, A belief in the validity of ones’ own position and the others perspective, the motivation and commitment to work together, trust, clear and accurate communication, an understanding of the dynamics of Integrative Negotiation and summary.
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