Integrative negotiation strategy

Integrative negotiation is a negotiation strategy in which the parties involved in a bargaining process collaborate in hopes of finding a win-win solution that satisfies everyone. Also known as integrative bargaining, interest-based bargaining, and win-win bargaining, integrative negotiation is aimed at the development of a mutually beneficial agreement based on each involved party’s specific interests. Achieving that goal typically requires a significant amount of brainstorming and creativity, as well as a willingness to bargain and compromise. In integrative negotiation, both parties must be willing to make certain concessions to reach an agreement that satisfies each side’s interests. In essence, integrative negotiation is an alternative to the common zero-sum form of negotiation in which one party clearly wins and the other loses. As a result, it can be a preferable and more effective approach to negotiation since both parties ultimately stand to benefit even if they still have to make some concessions.

Background

Integrative negotiation is one of many negotiation strategies. A negotiation is a formal discussion in which two parties seek to find an equally beneficial solution to a problem. During the course of a negotiation, each party attempts to convince the other to view the issue at hand from their perspective. By doing so, the parties hope to achieve a compromise that will settle the problem and produce a positive result. The process of negotiation requires a certain amount of give and take. In most cases, one party will prevail while the other is forced to make some sort of concession. Negotiations can take place between many types of parties, including employers and employees, buyers and sellers, and governments of different municipalities, states, or nations.

The process of negotiation is generally straightforward. Two or more parties meet to achieve some sort of compromise that is beneficial or at least agreeable to everyone involved. At the outset of a negotiation, one party puts forth its position on the issue at hand and the other party or parties involved will either agree with the first party’s conditions or offer their own counterproposal. Ultimately, the negotiation will continue until the parties reach an agreement on how to resolve the issue in question. Before the negotiation begins, participants usually take time to research the opposing party’s position and prepare a strategy for defending their own position. The length of a negotiation typically varies depending on the circumstances involved. While a negotiation over a simple matter may come to a conclusion in mere minutes, more complicated negotiations can take far longer to resolve. When negotiations involve large parties and many terms, such as the negotiations for Brexit, they can last years and involve significant back and forth.

A negotiation is a multi-step process. After the initial preparation phase, a typical negotiation begins with a discussion during which each party explains their view of the situation. Following that, each party takes time to clarify their specific goals—in other words, what outcome they hope to achieve. At this point, the parties discuss the situation and attempt to reach a satisfactory agreement on how to proceed. Once both parties’ views and interest have been fully considered, an agreement or compromise can be reached and a course of action can be implemented.

Overview

Integrative negotiation is a specific negotiation strategy designed to help the parties involved reach the most positive outcome possible. Unlike more traditional negotiation strategies that result in an outcome where one party benefits and the other loses out, integrative negotiation is aimed at ensuring an outcome that is mutually beneficial to both parties. This strategy is often particularly effective because it makes it easier for negotiating parties with differing expectations and goals to find common ground and reach an amicable agreement.

The process of integrative negotiation includes several important steps that ultimately lead to a satisfactory conclusion. To begin, the parties involved discuss their specific hopes and concerns and perhaps outline what they specifically want to achieve through the negotiation. This allows each party to gain a better understanding of the other’s unique perspective on the issue at hand. Following that, the parties take a closer look at their desired outcomes and make an effort to determine what goals they share in common. This step is important because it is easier to arrive at a mutually beneficial solution when both parties in a negotiation recognize that they have some shared goals. Finally, the parties take time to brainstorm multiple prospective solutions to find one that will lead to a positive outcome for everyone.

There are a number of common integrative negotiation techniques, including bridge solutions, logrolling, and equal compromising. Bridge solutions are particularly useful when the parties involved in a negotiation have distinctly opposing positions on the issue at hand and different ideas for a solution. To find a mutually beneficial solution, the two parties work together to come up with new ideas for a potential solution different from their original ones. Logrolling is an approach to integrative negotiation that is ideal for use when multiple issues must be resolved. In logrolling, the parties agree to alternate between which side gets the more desirable outcome as each individual issue is addressed. This sort of back and forth arrangement makes both parties feel like they are gaining something from the negotiation and ultimately leads to a better overall outcome. Similarly, the equal compromising approach to integrative negotiation also involves a certain amount of give and take. Specifically, each party agrees to make fair equal concessions to reach a mutually beneficial solution.

New evidence suggests that Active Listening may be an under-considered, yet valuable aspect of an integrative negotiating strategy. Active listening is a focused effort to incorporate many types of communication, both verbal and non-verbal. It also includes other types of behaviors such as voice and emotional control. Active listening allows a more comprehensive understanding of a counterpart. Even as negotiations have elements of being a contest, a primary objective is to arrive at an agreement, which suggests the development of a mutually acceptable solution. The increased understanding that comes with active listening lends to these solutions.

Some recommended techniques include being completely engaged in the conversation. Maintaining eye contact is essential. A person should pay particular attention to non-verbal clues displayed by their counterparts. Examples are voice inflections, rapidity of speech, and body posture. Judgments and advice should not be shared. This can include statements of empathy. Above all, patience and focus should be employed as often as possible.

Integrative negotiation is beneficial for many reasons. Since it requires a collaborative approach, integrative negotiation encourages cooperation and makes the process of negotiation less adversarial. This, in turn, makes it easier to achieve a positive outcome. Because integrative negotiation techniques help to minimize conflict, they can also improve the relationship between the involved parties. If both parties come out of a negotiation feeling as though their concerns were all addressed and all needs were met, they are more likely to want to work together again in the future. Finally, the more thoughtful and fulfilling process of integrative negotiation can lead not just to easier agreements, but also to better outcomes that are as positive as possible for everyone involved.

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