This chapter shows us how to negotiate softly and reach both two parties objectives. It’s very important to understand each others’ goal, then exchange the information frankly. In this chapter, we have been told that the fundamental structure of an integrative negotiation situation is to allows both sides to achieve their objectives.
At first, the chapter describes the integrative negotiation process which include creating a free flow of information, attempting to understand the other negotiator’s real needs and objectives, emphasizing commonalities between parties, and searching for solutions that meet the goals and objectives of both parties.
Second, it focuses on the four key steps in the integrative negotiation process: identify and define the problem, understand the problem and bring interests and needs to the surface, generate alternative solutions to the problem and evaluate those alternatives and select among them.
Finally, we also review in greater detail seven factors: first, three types of goals-common, shared, and joint-may facilitate the development of integrative agreements. Second, they must have faith in their problem-solving ability. Third, negotiators must accept both their own and the other’s attitudes, interests, and desires as valid. Fourth, in order to make the integrative negotiation to succeed, the parties should be motivated to collaborate rather than to compete. Fifth, trust may accelerate the collaboration of parties. Sixth, accurate and clear communication is also important. All parties must make sure they know everyone's wants and needs. Seventh, the negotiator must pay attention to the understanding of the dynamics of integrative negotiation. Try to work on their similarities not distinctive, and the last is solve the problem that belong to each other successfully.
