Integrative Negotiation

The video tutorial contrasts integrative and distributive negotiations. Distributive negotiation involves a fixed interest, leading to a win-lose scenario. Integrative negotiation allows for cooperation to create more value, potentially leading to a win-win outcome. By combining interests and trading off based on varying degrees of interest, parties can achieve better results. The tutorial also discusses identifying unique values in interests and the types of interests: common, shared, and joint.

What is a key difference between integrative and distributive negotiations?

• Distributive negotiations expand the pie by working together.

• Integrative negotiations aim for a win-win outcome.

• Distributive negotiations allow for cooperation to create more value.

• Integrative negotiations focus on a single interest.

In an integrative negotiation, how can parties create more value?

• By ensuring one party wins more than the other.

• By focusing on a single interest.

• By cooperating and working together.

• By claiming all available value for themselves.

What does it mean to trade off interests in integrative negotiation?

• To focus solely on one's own interests.

• To exchange interests of equal value.

• To allow one party to dominate the negotiation.

• To prioritize interests that both parties value equally.

Which type of interest involves having the same interest but to different degrees?

• Shared interest

• Exclusive interest

• Joint interest

• Common interest

What is the goal of identifying unique values in integrative negotiation?

• To focus on a single interest for both parties.

• To create a win-lose scenario.

• To ensure one party wins more than the other.

• To isolate interests that can be traded off for mutual benefit.