Integrative vs Distributive Negotiations

What a person asks for in a negotiation.

The underlying reasons or motivations behind a position.

The owner's reasons for wanting to sell, including a trip, expenses, and job security.

The VP's reasons for wanting to buy the restaurant, including location, customers, and managers.

Best Alternative To a Negotiated Agreement: a course of action if a negotiation fails.

The VP's desired price for the restaurant.

The owner's desired price for the restaurant.

Reaching an agreement by focusing on common interests.

The belief that the interests of parties in a negotiation are completely opposed.

A negotiation strategy focused on finding solutions that satisfy the needs of both parties.

Emotional responses can lead negotiators to continue with failing strategies.

The lowest price a party is willing to accept in a negotiation.

Inability to effectively share information and communicate interests, hindering successful outcomes.

Making your first offer in a negotiation later than usual, after understanding the other party's needs and interests.

Late first offers encourage exploring interests, finding creative solutions, and reduce the focus on initial positions.

The ability to understand and see the situation from the other party's point of view, considering their needs, goals, and motivations.

Taking perspective allows for better understanding of the other party's needs, enabling the identification of potential compromises and mutually beneficial agreements.

Making a first offer early in the negotiation process, without fully understanding the other party's interests.

Early first offers may limit the exploration of interests, leading to less creative solutions and less flexible outcomes.

The process of sharing information between parties to understand each other's needs, interests, and potential solutions.

Adopting the mannerisms and body language of your negotiation counterpart to build trust and rapport. Studies show that mimicking can lead to more successful negotiations.

A handshake in a negotiation can indicate a willingness to collaborate and reach a mutually beneficial agreement. It sends a nonverbal signal of trust and good intentions.

In negotiations, it's often advantageous to wait for the other party to make the first offer. This allows you to gather information and understand their priorities before presenting your own position.

Taking the time to understand the other party's needs, interests, and motivations in a negotiation is crucial for finding mutually beneficial solutions. It involves putting yourself in their shoes.

Trust is essential for effective negotiations. Building trust can be achieved through acts of reciprocity, open communication, and demonstrating honesty and integrity.

Asking insightful questions in negotiations helps you understand the other party's priorities and motivations. This allows you to tailor your proposals and find solutions that meet their needs.

When asking questions in negotiations, it's effective to inquire about the importance and potential benefits of the proposal to the other party. This helps understand their underlying interests.

In negotiations, asking about other options to achieve the desired outcome can lead to creative and beneficial solutions for both parties. It broadens the negotiation space.

A situation where the parties' desired outcomes are so far apart that no agreement is possible without concessions.

Delaying your initial proposal until you better understand the other party's interests and needs.

Trying to see the negotiation from the other party's point of view, considering their needs, goals, and motivations.

Establishing a foundation of mutual confidence and respect through actions like being vulnerable, mirroring, and handshakes.

Asking questions in a negotiation can help you understand the other party's most important needs and priorities.

Research suggests that asking questions can make the other party like you more.

A student used questions during a haircut negotiation to uncover the salon's challenges attracting students.

A person who promotes a salon to potential customers, often receiving discounts and other benefits in return.

By asking questions, the student in the haircut example secured benefits like discounts and free haircuts.