Integrative negotiation, also known as win-win negotiation, aims to find the best outcome for both parties by understanding each other’s needs. It requires compromise and a focus on the main point of the deal, rather than minor points. It differs from distributive negotiation, which is based on self-interest. Integrative analysis is a separate technique used to analyze negotiations.
Integrative negotiation is a strategy where the goal is an outcome that is the best possible for both parties. It can also be referred to as a win-win negotiation. It is an alternative strategy to the more common negotiation technique of simply trying to get the best possible outcome for your side, known as distributive negotiation.
The idea of integrative negotiation is to work together to find the outcome that works best for both parties. This requires both parties to make more effort than usual to understand what the other party requires and wants from an agreement. Analysts of the tactic say it works best when the two sides focus primarily on the main point of the deal, rather than finding many minor points that will then be “traded” as part of the negotiation process.
Also known as a “win-win solution,” integrative negotiation can be difficult, as it tends to require a significant amount of compromise on both sides. Groups of people who are not used to working together may view negotiation as more of a team effort than a competition. While it can be difficult at first, many people who have experience with integrative negotiation find that it can work to the benefit of both parties.
Traditionally, most negotiations work on a distributional basis. Distributive negotiation is based on the principle that both parties will be out to get the deal that helps them best. This is often reflected in the assumptions analysts make about how to proceed and resolve a hypothetical round of trades. In this situation, both parties tend to view any gain as the other party’s loss and vice versa. Integral negotiation can take this issue off the table by seeking the best situation for all parties involved.
Integrative negotiation should not be confused with integrative analysis. The latter is a technique used in the field of negotiation theory, which is intended to explain how and why negotiations usually result. Most versions of negotiation theory reduce it to a simple set of factors, along the lines of those used in hypothetical situations such as the Prisoner’s Dilemma. Integrative analysis works from the point of view that the negotiation is much more complex and should be broken down into several phases for analysis, from the first contact between the two parties to the formal completion of an agreement.
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