Reference no: EM133419202

We will look at integrative bargaining. This negotiation strategy is not a win-lose strategy, as we discussed last week with distributive bargaining; instead, it is considered a win-win strategy. Integrative bargaining provides a more structured and collaborative approach to negotiations that tend to preserve a more long-term standing relationship between the negotiating parties. In integrative bargaining, each party focuses on each other party's interests and may give up something in exchange for receiving something from the other party. The objective of integrative bargaining is to reach an agreement that satisfies the interests of both parties while preserving the relationship for the long term. The negotiation process creates a free flow of information, involves attempts to understand the other negotiator's needs and objectives, emphasizes the common ground between the parties and downplays the differences, and searches for solutions that meet the goals and objectives of both parties. This requires that each party appreciates the validity of the other person's perspective. The four critical steps in the integrative negotiation process are identifying and defining the problem, identifying interests and needs, generating alternative solutions, and evaluating and selecting alternatives. Also, this week, we will learn how the integrative bargaining process works.