The fundamental structure of integrative negotiation is one, which the parties are able to define goals that allow both sides to achieve their objectives. Integrative negotiation is the process of defining these goals and engaging in a process that permits both parties to maximize their objectives.
Integrative negotiation is used to create a process of problem identification, used to understand the needs and interests of both parties generate alternative solutions and select among these alternative solutions.
Although identifying options sometimes leads to a solution, solutions are usually attained through hard work and pursuit of several related processes: information exchange, focusing on interests rather than positions and firm flexibility.
Successful integrative negotiation is a process that is facilitated by a common goal or objective. Second, the parties must have faith in the problem-solving ability. Third, the parties must accept the other parties’ needs are valid. Fourth, the parties must want to make a commitment to work together. Fifth, they must be able to establish and maintain trust. Sixth, there must be a clear understanding about what each party wants.
In conclusion, integrative negotiation is not an easy process parties must collaborate and work together diligently to obtain a successful negotiation.
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