What is integrative negotiations?

Integrative negotiations is a strategy where the goal is the result that is the finest for both parties. It can also be referred to as bilateral bargaining. It is an alternative strategy for more common negotiating technology, how to simply try to come up with the best possible result for your own party, known as distribution negotiations .

The idea of ​​integrative negotiations is to cooperate on finding a result that best helps both parties. This requires both sides to make more effort than usual to understand what the other party requires and desires from the agreement. Tactics analysts say it works best when both parties focus primarily on the main point of the agreement, rather than with many secondary points, which then "compromise" within the bargaining process. Groups who are not accustomed to cooperation may have to consider negotiations as a team effort rather than competition. Although it may be difficult at first, many people who have experience with integration negotiations find that it can be advantageous for both parties.

Traditionally, most of the negotiations work on distribution. Distribution bargaining works on the principle that both parties will have an agreement that will best help them. This is often reflected in the assumptions of analysts, as proceeding and resolved a hypothetical set of negotiations. In this situation, both sides tend to see any profit as a loss of the other side and vice versa. Integrative bargaining can eliminate this problem from the table by searching for the best situation for all parties concerned.

Integrative bargaining should not be confused with the integration of the analysis. The latter is the technique used in the field of negotiation theory, which aims to explain how and why the behavior usually appears. Most versions of negotiation theory reduce it to a simple set of factors, in accordance with those that areThey use in such hypothetical situations as "prisoner dilemma". Integrative analysis works from the point of view that negotiations are much more complicated and should be divided into several phases for analysis, from the first contact between the two parties to the formal completion of the agreement.