Stage 1: Preparation
Stage 2: Building Relationships
Four Stages of Integrative Negotiation
Stage 4: Bargaining and Problem Solving
Stage 3: Information Exchange
Click each tab to learn more.
Audio
Stage 3
Information Exchange
Effective negotiation requires a transparent exchange of information. This step involves sharing your interests and understanding the other party's needs and constraints by using objective criteria and standards to support your proposals and build a fair agreement. Asking open-ended questions and actively listening can uncover underlying interests and potential areas for mutual gain. Focusing on interests rather than positions during this step can help you identify creative solutions that satisfy both parties.
Audio
Stage 2
Building Relationships
Establishing a positive relationship with the other party can significantly impact the negotiation outcome. This step involves building trust and rapport, which can facilitate open communication and collaboration. Being able to separate the people from the problem helps maintain a constructive dialogue focused on interests rather than positions. Being able to empathize and actively listen to the other party's perspective is valuable in fostering a cooperative atmosphere.
Audio
Stage 4
Bargaining and Problem Solving
This phase is where the actual negotiation takes place. Both parties present their proposals, make concessions, and work towards a mutually beneficial agreement. Integrative negotiation techniques, such as brainstorming multiple options and exploring trade-offs, can help create value and expand the pie. It is important to invest time in generating creative options for mutual gain and using objective criteria to evaluate proposals. Negotiators need to remain flexible and open to adjusting their strategies based on new information and changing dynamics.
Stage 1
Audio
Preparation
Preparation is crucial for a successful negotiation. This involves understanding your own goals, interests, and alternatives (BATNA). Thorough preparation also includes researching the other party's interests and potential BATNA. By identifying both sides' interests, you can better anticipate areas of agreement and conflict. During this stage, you set clear goals and invest time to understand the negotiation context to avoid unnecessary concessions and maximize value creation.
Four Stages of Integrative Negotiation
UNSSC
Created on March 20, 2025
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Transcript
Stage 1: Preparation
Stage 2: Building Relationships
Four Stages of Integrative Negotiation
Stage 4: Bargaining and Problem Solving
Stage 3: Information Exchange
Click each tab to learn more.
Audio
Stage 3
Information Exchange
Effective negotiation requires a transparent exchange of information. This step involves sharing your interests and understanding the other party's needs and constraints by using objective criteria and standards to support your proposals and build a fair agreement. Asking open-ended questions and actively listening can uncover underlying interests and potential areas for mutual gain. Focusing on interests rather than positions during this step can help you identify creative solutions that satisfy both parties.
Audio
Stage 2
Building Relationships
Establishing a positive relationship with the other party can significantly impact the negotiation outcome. This step involves building trust and rapport, which can facilitate open communication and collaboration. Being able to separate the people from the problem helps maintain a constructive dialogue focused on interests rather than positions. Being able to empathize and actively listen to the other party's perspective is valuable in fostering a cooperative atmosphere.
Audio
Stage 4
Bargaining and Problem Solving
This phase is where the actual negotiation takes place. Both parties present their proposals, make concessions, and work towards a mutually beneficial agreement. Integrative negotiation techniques, such as brainstorming multiple options and exploring trade-offs, can help create value and expand the pie. It is important to invest time in generating creative options for mutual gain and using objective criteria to evaluate proposals. Negotiators need to remain flexible and open to adjusting their strategies based on new information and changing dynamics.
Stage 1
Audio
Preparation
Preparation is crucial for a successful negotiation. This involves understanding your own goals, interests, and alternatives (BATNA). Thorough preparation also includes researching the other party's interests and potential BATNA. By identifying both sides' interests, you can better anticipate areas of agreement and conflict. During this stage, you set clear goals and invest time to understand the negotiation context to avoid unnecessary concessions and maximize value creation.