CHAPTER SUMMARY
CHAPTER 3: INTEGRATIVE NEGOTIATION
In this chapter, we studied the key strategies and tactics of integrative negotiation.
As against distributive bargaining which is focused at creating win-lose situations for one of the parties involved and maximizing one’s gains from a negotiation process, integrative negotiation aims to create a win-win situation and value for all parties involved in a negotiation with the aim of ensuring that all parties walk away from the negotiation table satisfied.
Honesty, integrity, maturity, systems orientation, superior listening skills and abundance mentality are key qualities of a successful integrative negotiator.
CHAPTER 3: INTEGRATIVE NEGOTIATION
In this chapter, we studied the key strategies and tactics of integrative negotiation.
As against distributive bargaining which is focused at creating win-lose situations for one of the parties involved and maximizing one’s gains from a negotiation process, integrative negotiation aims to create a win-win situation and value for all parties involved in a negotiation with the aim of ensuring that all parties walk away from the negotiation table satisfied.
Honesty, integrity, maturity, systems orientation, superior listening skills and abundance mentality are key qualities of a successful integrative negotiator.
No comments:
Post a Comment