Integrative Negotiation

Question 1

What is an Integrative Negotiation?

Answer 1

Also known as interest-based bargaining
- mutual benefit
- value creating
- builds long-term solution

Question 2

What is the main focus of integrative bargaining?

Answer 2

• Highlight commonalities
• Address needs and interests
• commit to meeting the needs of all parties
• exchange of information
• invent alternatives

Question 3

What is a Negotiator’s Dilemma?

Answer 3

• whether to value claim or create
  Value claimers; little to no concessions, biding high, and intimidating
  Value creator: pursuing a join negotiation through collective problem solving

Question 4

Framing and Facilitating

Answer 4

• the wording of the issue matters!
• use more collaborative words to describe the process
• context + process

Question 5

Context

Answer 5

1. create an information flow
2. understand the needs and objectives of the other side: kelly’s dilemma of trust and honesty
3. emphasize commonalities: meta goals
4. search for solutions that are beneficial to both sides
   - firm on primary and flexible on others

Question 6

Process

Answer 6

1. fully understand the situation
2. generate alternatives
   3.MESO
3. Understand the other side’s constraints
4. Demand = Opportunity
5. Contingency Contract
6. Never stop Negotiating

Question 7

Define and fully understand the situation

Answer 7

Different types of interests may be in the room
1. Substantive interests: focal issues intrinsic or instrumental
2. Process: what kind of negotiation people want
3. Relationship: Intrinsic (pleasure) vs instrumental (gain)

Ask why they want what they want

Question 8

Generate Alternative Solutions

Answer 8

1. Logrolling: trading issues
2. Expanding the resources (alternatives)
3. Bridging: Invention of new alternatives, underlying interest
4. non-specific compensation: making both parties happy
5. cost-cutting: reducing the cost of the opposition

Question 9

MESO

Answer 9

• Provide multiple simultaneous offers
• shows that you are flexible
• build a package

Question 10

What are the issues with MESO?

Answer 10

• hard to come up with real-time
• hard to replicate in real life
  key: preparation

Question 11

How to construct MESO?

Answer 11

• Pick a constant variable across all your option
• understand the values of your offer
• create 2-3 offers

Question 12

Define and understand the other side’s constraints

Answer 12

• mitigate the other side’s constraints
• use outside forces
• our problem rather than your problem

Question 13

define Interpret demand as an opportunity

Answer 13

Unreasonable demand? ask why

Question 14

define Contingency contract

Answer 14

• adjust circumstances as they unfold
• exploit differences in risk tolerance (logrolling: package that recognizes different risks)
• exploit differences in time preference (long-term vs short-term rewards)
• exploit differences in expectations (future likelihood of something happening)

Question 15

define Never quit negotiating (Postsettlements -settlements)

Answer 15

• current agreement becomes BATNA
• reiterate if you are not satisfied
• dispute settlement

Question 16

What is Return to Definitions?

Answer 16

when no option is suitable, the initial problem was defined poorly

Question 17

Return to standards

Answer 17

the standards that were developed for the solution were not right. Thus, implementation can not happen