Distributive v. Integrative
How many issues does a distribute negotiation have?
How many issues does a integrative negotiation have?
Definition: A type of negotiation where the goal of the parties is not viewed as
CH2: Preparation: what to do before negotiation
Preparation is the key to successful negotiation
80-20 rule (80% preparation , 20% actual work)
Faulty preparation has its roots in negotiators faulty perceptions about negotiation
CH1: Negotiation: The mind and the heart
Negotiations often involve a complex mix of strategy, signaling, and of course, the
personalities of the negotiators
Everyone negotiates nearly every day
Negotiation is your key communication and influence tool
Common Third Party Roles
Mediation: third party assists in achieving a voluntary settlement. Helps find
integrative issues and finds underlying interests.
High settlement rate: 60-80% - each party can make concessions without appearing
First dimension: Tactics (interpersonal aspect)
Barriers to yes: poor communication or hardball attitudes
Second Dimension: deal design (that creates value)
Barriers to yes: does not diagnose underlying sources of value