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  • This is part 6 of our negotiation book, the introduction integrative bargaining.

  • And we've already covered the idea of distributive bargaining, distributive

  • being win-lose, integrative is another way to say win-win,

  • and this is what we always talked about in business, right? I want you to remember

  • however, I really do think this is a much more rare situation, and even though you

  • may want this situation, it doesn't mean it happens. Both sides need to be

  • involved and really need to be honestly working towards that win-win or

  • integrated integrative situation. So, let's look at an example of what we're

  • talking about just very quickly, an introduction to this chapter and we

  • often use a pie as an example of how to understand negotiation, right? We could

  • have said that distributive bargaining is like a pie or I think we said it was

  • like a pizza, and if I get one slice you lose one slice, you don't get that slice,

  • right? The pie is I get this piece, you don't get this piece so, if there's one

  • piece left

  • I get it but you don't get it, now of course we could cut the pie in half and

  • that's called a compromise, and I think it's important to remember that

  • integrative bargaining is not about compromise rather it's about a win-win

  • situation where both sides can get what they want without losing what they want,

  • so they both get what they want without losing anything that they want. That's

  • different then compromise, compromise means I get half of what I want, I lose

  • half of what I want, you get half of what you want and you lose half of what you

  • want. So very different approach, now on the win-win for the integrative

  • bargaining, we need to think about how does this work? Because the situation is

  • not very different from a normal negotiation, we both have differences,

  • both sides have things that they want, goals that they want but the question is

  • how can we make it win-win?

  • Well, you know win-win, the key factor to creating this situation is:

  • both sides, one win-win and both sides understand each other and what they can

  • give and what they can take that will satisfy both sides. And this is where

  • things become extremely iffy or difficult, because both sides need to be

  • very honest and feel comfortable with each other and trust each other, so if I

  • tell you that what I need to win is ten dollars, but I'm not being honest then

  • when you give me ten dollars you've lost, because you've given me more than you

  • could have given. So, we both need to be honest and that is where things fall

  • apart, because you can ask are you being honest? And of course, they'll say

  • I'm being honest and you asked me are you being honest? Yeah, I'm being honest of

  • course everyone says they're being honest, no one says no, I'm not being

  • honest, I'm not telling the truth at all.

  • This is a distributive negotiation and I would like to win more than you. Nobody

  • says tha,t they always say let's make this win-win so how do you know if it

  • really is win-win? Well, that's the hard part and the easy answer to that but

  • if the win-win is going to succeed, the integrative solution is going to really

  • work, then both sides really need to get everything they want, everything both

  • sides want they get. So, they need to know what their goal is clearly. If you don't

  • have a goal, there is really no way an integrative negotiation can happen or

  • succeed, because nobody knows what they want each side just wants to get more,

  • more, more, more.

  • That can't happen, so a key point is clarity on the goals and then another

  • key point is to share the goals. I know your goals, you know my goals so

  • this is this openness.

  • We need to be open to each other, both sides need to be open and honest, that is

  • not an easy thing to do because we have emphasized secret information, haven't-we?

  • So, what happens if one side is thinking win-win

  • but the other side is not thinking win-win? I said well, I'm being honest to

  • you tell me your secret information and you tell me honestly and I tell you my

  • secret information, but it's not true.

  • Well, you're gonna lose and I'm gonna win you see so just because we say win- win

  • doesn't make it happen, there really needs to be an openness, or an honesty

  • or trust between both of the sides. So, it sounds great that there's a win-win,

  • but it doesn't really work that way I want you to be careful because the one

  • thing I worry about is you're going to think

  • hey, I'm just going to do my RPG, I'm going to play the negotiation game with

  • our classmates and we're all going to be friends because I trust you and I'm

  • gonna tell you my secret information and it ends up, you lose.

  • Why? Because you're not paying attention that it was not open and honest, and it

  • was not integrated, it was distributed. So integrative is wonderful, it's powerful, it can

  • make everyone win, but it's rare and it's difficult, it's challenging.

This is part 6 of our negotiation book, the introduction integrative bargaining.

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A2 US win win integrative honest bargaining negotiation distributive

Integrative Bargaining Introduction Part 6

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    Tony posted on 2019/05/22
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