integrative negotiations principled negotiations The integrative negotiations approach is considered to be win-win, because the goal of the negotiations is to enlarge and then distribute the pie. the process of increasing the value of the negotiation subject through trade or reframing (“to expand the pie”); claiming value means the attempt to get as much as possible of this value (“to divide the pie”). Re-Print Permission Dividing the pie: The distributive approach This is how most of us approach negotiation: as a zero-sum game where we’re dividing a fixed pie. Change the frame of the negotiation from a zero-sum, win-lose game to a win-win scenario where both sides can benefit more by working together on mutual benefits. We predicted that pie-slicers would tend to evaluate others as less-skilled in the realm of Comment. The terms “BATNA” and “reservation value” are both synonyms for walkaway price. flower child negotiator. © 1996-2018. In a salary negotiation, it's possible to expand the pie because there are other interests in play - things like benefits, vacation time, or a car allowance. This negotiation techniques tutorial introduces the concept of integrative negotiations, or approaching bargaining as a win-win situation. the pie rather than just dividing it. Having a group of people that are on the same team with the goal of getting the best deal possible is helpful, and it allows for each member to take a piece of the negotiation pie so that no one person is carrying the load. Since they have equal power, I think they should split the six evenly. 2. compromise- this pertains to slicing pie, equal concession negotiations 3. focus on long-term relationship - just means win-win should be easier 4. adopting cooperative orientation - prone to relational accommodation 5. taking extra time. Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation,2003, (isbn 0793183049, ean 0793183049), by Dietmeyer B., Bazerman M., Kaplan R. Flylib.com THE MYTH OF THE FIXED PIE Consider a job negotiation. Bea can try and make the claim, oh I can get twice as much as you if we don't work together, so I have twice the claim to the pie, I want four and you can have two, because I'm twice as strong as you. Erroneous fixed-pie beliefs - Negotiators often assume that all negotiations are distributive in nature. the psychological underestimation … It will allow you to make arguments that persuade others. I think we have to look at what Abe and Bea can get on their own, compared to what they can get together. Similarly if Bea says no, no, no, I'm not going for it, that six is also lost. Build powerful negotiation skills and become a better dealmaker and leader. The term distributive means there is a giving out or a scattering of things. This can lead to very aggressive negotiation, hard bargaining, and manipulative tactics. But you wanted $80,000. Rather than splitting a pie, we are actually increasing the size of the pie. Abe says, I want the whole amount, and Bea responds, no, I want the whole amount. (Sally & O’Connor, n.d., p. 884). Why are we having the conversation? A newer, more creative approach to negotiation is called the integrative approach An approach to negotiation in which both parties look for ways to integrate their goals under a larger umbrella.. Well, if they don't reach an agreement Abe and Bea can get one and two respectively. The BATNA . But what sounds fair to them often doesn’t sound fair to the other side. I don't think either of these proposals is right. The pie is going to be our image of what people are negotiating over. Getting a Yes – but how?Dr. What is the “pie”, in negotiation? To do that, we begin by laying a foundation for negotiation, a theory of the “pie.” Over the years, I’ve discovered even the most experienced negotiators tend to lack a framework that grounds their approach to negotiation. Founder and Chairman So really what they're negotiating over is not a pie of size 9, but a pie of size 6. For example, haggling over the price of a rug in a bazaar is a distributive negotiation. A classic negotiation tool is to overcome the “myth of the fixed pie.” Generally speaking, if I eat a piece of pie, that’s one fewer piece you can have. Tradeoffs, concessions and compromises are possible. Discussing multiple issues is key to finding out what each party really wants and working to increase the size of the pie. STUDY. Enjoy. When the two sides realize they are in a perfectly symmetric position, the six ends up getting split evenly, three and three. Maximum amount of value from the other gives up a great example: Lets say want! 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