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 integrative negotiation and how does it differ from distributive negotiation?

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Explain the concept of 'expanding the pie' in integrative negotiation.

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What are some tactics that can be used to create additional value in a negotiation?

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Describe the tactic of non-specific compensation and provide an example.

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What is the purpose of brainstorming in the context of integrative negotiation?

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How can taking surveys influence the negotiation process?

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What are contingency contracts and how do they function in negotiations?

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