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Integrative Negotiation
Prepared to : PROF: UMAR NIMRAN
PREPARED BY: MOHAMED ZEKRI
NEGOTIATION METHODS
Distributive
Zero-Sum
Positional
Competitive
Claiming value
Integrated
Win/Win
Interest Based
Cooperative
Creating value
Getting to Yes
The Seven Elements of Negotiation
INTERESTS What do people really want?
OPTIONS What are possible agreements
or bits of an agreement?
ALTERNATIVES What will I do if we do
not agree?
LEGITIMACY What criteria will I use to
persuade each of us that we are not
being ripped off?
DISTRIBUTIVE
Flow of information
Attention to
commonalities and
differences
Focus on solutions
Faulty Perceptions of
Win-Win Negotiation
Compromise
Even split
Feeling good
Building a relationship
Brainstorming
Electronic brainstorming
Surveys
Quality
Objective standards
Acceptability
Trust
Clear and accurate communication
An understanding of the dynamics of integrative
negotiation