Negotiation Techniques

1. Knowledge of Negotiation Techniques : application overview
Traditionally there are 3 negotiation techniques available to negotiators
Integrative Negotiation :
It is a strategy where the goal is a result that is as good as possible for both parties. It can also
be referred to as win-win negotiation. It is an alternate strategy to the more common
negotiation technique of simply trying to come up with the best possible outcome for your own
side, known as distributive negotiation.
The idea of integrative negotiation is to work together to find the outcome that best helps both
sides. This requires both sides to put more effort than usual into understanding what the other
side requires and desires from a deal. Analysts of the tactic say it works best when the two
sides concentrate primarily on the main point of the deal, rather than coming up with many
secondary points which they will then “trade off” as part of the negotiating process.
Also known as a "win-win solution," integrative negotiation can be difficult, as it tends to
require a considerable amount of compromise on both sides. Groups of people who are not used
to working together may have to consider the negotiation to be more of a team effort, rather
than a competition. Although this can be difficult at first, many people who have experience
with integrative negotiation find that it can work out to be beneficial for both sides.
The underlying concept also involves expanding the pie rather than dividing it by adding
Distributive Negotiation:
This type of negotiation is achieves a win-lose outcome with more influential party winning the
lion’s share of the spoils. This technique is used when the individual is gain is viewed as more
important than mutual gain and interest sand the interest of the parties are opposed to one
another.
It is most often used to negotiate a single issue and is only to be used when a relatively short
Term relationship is to be sustained.
Distributive negotiations divides the pie , often resulting in the party with the strongest position
walking away with the greatest share of the pie
A distributive mindset maybe required when negotiating cross-culturally with parties who
traditionally rely on this technique
Principled Negotiation:
This negotiation technique is a variation of the integrative negotiation and results in a win –
win outcome .Principled negotiation separates people from problems and focuses on interests
rather than positions.
All parties to the negotiation generate a variety of options through brainstorming before
making decisions. Agreements are based on objective criteria so that implementation efforts
can be measured.
This technique is designed to sustain and strengthen long term relationships and expand the
pie
Knowledge of Negotiation Techniques

2. Final Comment:
Traditionally, most negotiations work on a distributive basis. Distributive negotiation works on
the principle that both sides will be out to get the deal which best helps them. This is often
reflected in the assumptions analysts make about how a hypothetical set of negotiations will
proceed and be resolved. In this situation, the two parties tend to see any gain as the other
party's loss and vice versa. Integrative negotiation can take this issue off the table by looking
for the best situation for all parties concerned.
Knowledge of Negotiation Techniques