Mastering Integrative and Collaborative Negotiation Strategies

Integrative and Collaborative Negotiation

Redefine problems through an exchange of interests to achieve better results for both parties. The basic principle of this model is that both sides gain; there is always a better deal available if parties are willing to invest the time to find it. Integrative negotiation focuses on the interests of individuals rather than just their positions.

The 4 Basic Principles

• People: Separate the people from the problem.
• Interests: Focus on interests, not positions.
• Options: Find alternatives to generate mutual benefits.
• Criteria: Search for objective standards to evaluate results.

Ten Commandments of Integrative Negotiation

1. Do not treat colleagues as adversaries; maintain a cordial and respectful tone.
2. The main objective is to solve a problem together, not to defeat the other party or reach an agreement at any cost.
3. Consider the long-term impact of the negotiation on the relationship and future interactions.
4. Seek solutions an objective judge or arbitrator would propose; rely on data and logic while setting aside threats and lies.
5. Be empathetic and avoid making unfair promises.
6. Redefine the problem as broadly as possible to include the real interests of both parties.
7. Ask questions and offer information gradually.
8. Determine with certainty which elements are incompatible, which are shared interests, and where opinions differ.
9. Search for ways to enrich the outcome for all parties involved.
10. Prepare before negotiating: Identify your external alternatives, priorities, and the relative value of the items being negotiated.

Factors Influencing a Negotiation

1. The Actors

Negotiation begins before contact is made, starting from the moment each negotiator mentally prepares to face the other. As a communicative act, those involved must engage their personal characteristics throughout the process.

2. Divergence

This refers to the disagreement between players when they face each other in a negotiation. It represents both an obstacle and an opportunity.