CHAPTER SUMMARYCHAPTER N03: Strategy and Tactics of Integrative Negotiation
In this chapter, we studied the key strategies and tactics of integrative negotiation.As against distributive bargaining which is focused at creating win-lose situations for one of the parties involved and maximizing one’s gains from a negotiation process, integrative negotiation aims to create a win-win situation and value for all parties involved in a negotiation with the aim of ensuring that all parties walk away from the negotiation table satisfied.Honesty, integrity, maturity, systems orientation, superior listening skills and abundance mentality are key qualities of a successful integrative negotiator.
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