Leadership communication. Summary Chapter 3

Summary Chapter 3
Strategy and Tactics of Integrative Negotiation

In this chapter, the authors describe the strategy and tactics of integrative negotiation. Integrative negotiation is the process of defining negotiation goals and engaging in a process that allows both parties to maximize their objectives. Successful integrative negotiation requires several processes;

‐ Parties must understand each other’s true needs and objectives
‐ They must create a free flow of information and open exchange of ideas
‐ Focus on similarities
‐ Search for solutions meeting the goals of both sides

The four key steps in the integrative negotiation process are;
‐ Identifying and defining the problem
‐ Identifying interests and needs
‐ Generating alternative solutions
‐ Evaluating and selecting alternatives

Factors that facilitate successful integrative negotiation are;
‐ Common goals and objectives
‐ Confidence in their problem-solving ability
‐ Belief that the other party’s needs are real
‐ Commitment to make their relationship productive
‐ Trust each other
‐ Clear communication to understand the other party’s needs
‐ Understand the dynamics of integrative negotiations

Integrative negotiation is not easy. It takes a lot of hard work to create the right conditions for the process to end successfully.

From my personal experience in business, clear communications about common goals and objectives as well as trust in the other party are two essential components of successful integrative negotiation.