Discuss the following:
Strategy and Tactics of Integrative Negotiation
1. Why Integrative Bargaining?
a. What makes integrative bargaining different from distributive bargaining, and how do I identify the issues to be negotiated in integrative bargaining?
b. What are the different kinds of interests that need to be identified by each of the negotiators?
c. What are the factors in integrative negotiation that make it difficult to achieve an agreement?
d. Provide examples from your own experience.
2. Finding Alternative Solutions
One technique often used in an integrative negotiation is to generate alternative solutions to problems or issues being negotiated.
a. How do I generate alternative solutions based on the issues being negotiated?
b. How do I evaluate, select, and prioritize from among them?
c. Provide examples from your own experience.
3. Assignment; Negotiation Strategy and Tactics Tutorial