Negotiation 101

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Lesson 4.1: Integrative and Distributive Negotiation

Welcome to Module 4 of Negotiation 101! You've come a long way in your journey to becoming a skilled negotiator, mastering the importance of negotiation, preparation, and communication. Now, it's time to explore different negotiation strategies and tactics. In this module, we'll focus on two primary approaches: integrative and distributive negotiation.

Understanding and selecting the right strategy is crucial for achieving optimal outcomes. Let's take a closer look at each approach and their key characteristics.

Integrative Negotiation: Also known as "win-win" or "interest-based" negotiation, integrative negotiation focuses on finding solutions that satisfy the needs and interests of all parties involved. The key principles of integrative negotiation include:

  1. Collaboration: Work together with the other party to explore creative solutions and maximize value for everyone.
  2. Problem-solving: Focus on addressing the underlying interests and concerns, rather than simply debating positions.
  3. Relationship-building: Preserve and strengthen relationships by fostering trust, respect, and open communication.

Distributive Negotiation: Also known as "win-lose" or "positional" negotiation, distributive negotiation views the process as a competition with a fixed amount of value to be divided between the parties. The key principles of distributive negotiation include:

  1. Assertiveness: Advocate for your own interests and push for the best possible outcome for yourself.
  2. Bargaining: Engage in back-and-forth exchanges to reach an agreement, often involving concessions and trade-offs.
  3. Anchoring: Set the initial terms of negotiation to influence the other party's perception of what is reasonable.

To develop a deeper understanding of integrative and distributive negotiation strategies, try this exercise:

  1. Choose a negotiation scenario and identify the key interests and positions of the parties involved.
  2. Develop an integrative negotiation strategy that focuses on collaboration, problem-solving, and relationship-building.
  3. Develop a distributive negotiation strategy that focuses on assertiveness, bargaining, and anchoring.
  4. Reflect on the potential outcomes of each strategy and discuss the pros and cons with a partner or group.

Well done on completing Module 4! By understanding and applying different negotiation strategies, you'll be better equipped to navigate a wide range of negotiation scenarios. Keep practicing and refining your skills, and stay tuned for the next module, where we'll tackle dealing with difficult negotiations.

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