IRE472H1 Chapter Notes - Chapter 3: Efficient Frontier, The Technique, Negotiation
23 Nov 2020
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Document Summary
Ire472 chapter 3: strategy and tactics of integrative negotiation. An overview of the integrative negotiation process. Effective information exchange promotes the development of good integrative solutions. Research shows that failure to reach integrative agreements is often linked to failure to exchange enough information to allow the parties to identify integrative options. Attempting to understand the other negotiator"s real needs and objectives. One side must understand the other"s needs before helping to satisfy them. Integrative agreements are facilitated when parties exchange information about their priorities for particular issues but not necessarily about their positions on those issues. Emphasizing things in common between the parties and minimizing the. To sustain a free flow of information and the effort to understand the other"s needs and objectives,, negotiators may need a different outlook or frame of reference. Individual goals may need to be redefined as they are best achieved through collaborative efforts directed toward a collective goal.
