C3

A negotiator with an abundance mentality

knows that making concessions helps build stronger long-term relationships.

integrative agreements

Research shows that the failure to reach — is often linked to the failure to exchange enough information to allow the parties to identify integrative options.

Maturity

defined as having the courage to stand up for your issues and values while being able to recognize that others´issues and values are just as valid.

the problem definition process

An understandable and widely held concern about integrative negotiation is that during the — other party will manipulate information to state the problem to his or her own advantage,

Solve the core problems

The major focus of an integrative agreement is to

ask outsiders

They can provide additional input to the list of alternatives, or they can help orchestrate the process and keep the parties on track.

process interests

They are related to how the negotiation unfolds. They can also be both intrinsic or instrumental

expanding the pie

one party requires no information about the other party except her interests; it is a simple way to solve resource shortage problems.  

judging solutions early.   

Creative solutions often come from ideas that initially seem wild and impractical, and criticism inhibits creative thinking. That´s why it is important to avoid —

Through cost cutting

one party achieves her objectives and the other´s costs are minimized if she agrees to go along

mode of expression, body language, and many other cues

Ninety percent of communication is not in one´s words but in the whole context of the communication, including:

flexible

In the process, negotiators must be firm but —about how these needs and interests are met.

Superodination solutions 

They occur when the differences in interest that gave rise to the conflict are superseded or replaced by other interests.

brainstorming

small groups of people work to generate as many possible solutions to the problem as they can.

logrolling

is frequently done by trial and error- as part of the process of experimenting with various packages of offers that will satisfy everyone involved. 

bridge solution

When the parties are able to invent new options that meet all their respective needs, they have created a —

Substantive interests.

They are related to focal issues that are under negotiation- economic and financial issues such as price or rate. These interest may be intrinsic or instrumental or both

four major steps in the integrative negotiation process

identity and define the problem

surface interests and needs

generate alternative solutions

evaluate and select alternatives

depersonalize the problem

When parties are engaged in conflict, they tend to become evaluative and judgmental. 

three tactics to communicate firm flexibility

Mantain open communication channels, Demonstrate problem-solving capacity,  Indicate a willingness to change your proposal