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Integrative bargaining - Coggle Diagram
Integrative bargaining
Characteristics
maturity
systems orientation
abundance mentality
superior listening skills
Honesty and integrity
Creating free flow of information
Attempt to understand real needs and objectives
Emphasize commonalities, minimize differences
Searching for solutions that meet needs, objectives of both sides
Key steps in integrative negotiation
(2) surface interests, needs
types of interests
observations about interests
(3) generate solutions to the problem
inventing options
logroll
expand pie
find bridge solution
nonspecific compliance
(1) identify, define problem
Define problem in way mutually acceptable to both sides
State the problem with eye towards practicality, comprehensiveness
State the problem as a goal and identify obstacles to attaining the goal
Depersonalize problem
Separate problem definition from search for solutions
(4) evaluate, select alternatives