Integrative Negotiation Research Paper

http://www.youtube.com/watch?v=xmVwR1JC1HY http://www.youtube.com/watch?v=oplfMWo5m8g What is an Integrative negotiation?
Integrative Negotiate and cooperative based on the concept of “value creation." It states that the mutual problems are solving (as opposed to “attitudes winner loser " may lead to a stalemate or breakdown in the negotiations) will yield big gains for each party.
Can also be defined to negotiate a complementary because they are often referred to as the ' win ' and usually involve two or more of the issues that will be negotiated. It often involves a process of agreement that all incorporates are the best of the goals and objectives of each of the negotiating parties to participate through creative and collaborative problem

People seem to think that about being Nice or soft, and they negotiated integrative if they did maintain or improve Relationship.
Although the relationship matter, and may be an important goal, is only one piece of Puzzle. It is true that integrative negotiators are soft on the people, but they are not soft on interests or problem.
Trading substance of the relationship more consistent with the residence. Worse than that, the other side may use this against you when you attempt to claim value. Such as a spouse who Claims, “If you really love me you have to go to the store and do things for me," and the other party can say like, “If you really do appreciated our business relationship you would give me a better price.” If you give in once or twice, or is she is likely to use this tactic again. To clarify, negotiate and work in 4.2 describes Manager who treats dissatisfied customers very well and politely. ‘’Copied’’
Characteristics of an integrative situation:
1- Non-zero-sum / win – Win Situation
2- Goals are convergent / are not mutually exclusive
3- Focus on common factors rather than differences
4- Address the needs and interests, not to address positions
5- Exchange of information and ideas
6- value creation / invent options for mutual

And because there is a commitment to meeting the needs of all parties involved and there is an exchange of information and ideas between the parties and the Invent options for mutual gain.

What are the Key Steps in the Integrative Negotiation Process?
Firstly we have to identify and define the problem then we must fully understand the problem and Identify interests and needs on both sides, then we generating alternative solutions after that finally we evaluating and selecting among alternatives.
Interests in integrative negotiation

1- Substantive- the focus of this issue, and draw concrete issues of intrinsic satisfaction
2- Process - have an interest in how the solution arrived at - the presence of the voice / hears
3- Relationship with the value placed on the relationship between the two parties - the desire to Protection of existing relations
4- Principles - what is fair, right, acceptable, ethical ETC

What are the Factors that facilitate successful integrative negotiation?
1- Some common goal or objective
2- Belief in one's ability to solve problems
3- There is a belief in the validity of one's position and point of view of the