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.

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