Integrative Negotiation Tactics

The video discusses integrative negotiation, a strategy to expand the total value in negotiations by trading off interests. It covers various tactics such as non-specific compensation, cutting compliance costs, bridge solutions, super ordination, brainstorming, and bundling interests. The video also explains the use of contingency contracts and multiple simultaneous offers to identify and prioritize interests, aiming to create more value and reach mutually beneficial agreements.

What is the primary goal of integrative negotiation?

• To expand the total value of interest

• To win at all costs

• To avoid negotiation

• To minimize losses

Which tactic involves adding value outside the primary interest at stake?

• Contingency contracts

• Lock rolling

• Super ordination

• Non-specific compensation

How does cutting the cost of compliance benefit the other party?

• By increasing their workload

• By making their life easier and cheaper

• By complicating the negotiation

• By reducing their profits

What is the purpose of brainstorming in integrative negotiation?

• To finalize the agreement

• To avoid communication

• To come up with new ideas to expand the pie

• To argue with the other party

What does bundling and unbundling interests help identify?

• The most expensive interests

• The order and priority of interests

• The least important interests

• The interests to ignore

What is a key feature of lock rolling in negotiation?

• One party wins everything

• Both parties decrease their demands

• One party goes up while the other goes down

• Both parties increase their demands

How do contingency contracts help in negotiations?

• By increasing the risk for one party

• By sharing or allocating risk between parties

• By avoiding any agreement

• By eliminating all risks