This document discusses different negotiation techniques and strategies. It contrasts distributive negotiation, which assumes positions are mutually exclusive and results in win-lose outcomes, with integrative negotiation, which focuses on integrating interests to find win-win agreements. Integrative negotiation involves understanding each party's underlying interests rather than just their stated positions. Factors that facilitate integrative agreements include common goals, problem-solving ability, accepting other positions as valid, trust, commitment to work together, and clear communication. The document also discusses negotiation planning, noting that planning is more important than having a set plan, and should focus on understanding social and human dynamics. It includes a negotiation planning worksheet to map out minimum and maximum positions for both parties to identify the zone

1. Negotiation technique
Friday Forum, Singapore 6/12/2013

6. Distributive negotiation
• Example: distribution of
budget
• Fixed pie / zero sum
assumption
• Win/lose situation
• Often mutually exclusive
goals

7. Integrative negotiation
• Integrate parties' interests
• Win/win situation
• Goals of parties are not
irreconcilable
• No "fixed pie" assumption

8. Integrative negotiation
Move beyond the stated/acted position to discover underlying interests
Factors facilitating integrative agreements
• Common, shared or joint goals
• Confidence in one's problem-solving ability
• Accepting others' position as valid
• Trust
• Commitment to work together
• Clear communication
• Understanding collaborative negotiation principles

9. Negotiation planning
• Planning is more
important than having a
plan
• Focus on understanding
the social and human
dynamics of the
negotiation

10. Negotiation planning

11. Negotiation planning worksheet

12. Negotiation planning worksheet

13. Negotiation planning worksheet

14. Negotiation planning worksheet

15. Negotiation planning worksheet

16. Zone of
agreement
Negotiation planning worksheet
Seller
Buyer
Minimum
acceptable
result
Maximum
justifiable
position
Maximum
acceptable
result
Minimum
justifiable
position
$100 $400 $500 $900

17. Negotiation planning worksheet
Seller
Buyer
Minimum
acceptable
result
Maximum
justifiable
position
Maximum
acceptable
result
Minimum
justifiable
position
$100 $440
$460
$900

18. Negotiation planning worksheet

19. Cheesy Stock Photo Time Your Turn

20. Form two groups
Reading Room Condoworld Singapore

21. The situation
• Website build for Condoworld Singapore
• Prototype has been built, tested and signed off
by the client
• We are halfway into build