N3strategy & tactics of intregrative negotiation

This chapter teach. us about the fundamental structure of inrtegrative negotiation.
The chapter start with a start on overview of the integrtive negotiation process.Negotiatiors must attempt to probe below the surface of the other party's position to discover his or her underlying needs. They must create a free and open flow of information amd use their desire to satisfy both sides as a guide to structure their dialogue. If negotiators do not have this perspective if they approach the problem and "opponent" in win-lose terms - integrative negotiation connot occur. For successful negotiation: some form of shared or common goals, faith in one's ability to solve problems, a belief in the validity and importance of the other's position, the motivation and commitment to work together, trust in the opposing negotiator, the ability to accurately exchange information in spite of conflict conditions, and an understanding of the dymamics of integrative negotiation. If the parties are not able to meet these preconditions successfully, they will need to resolve challenges in these areas as the integrative negotiotion evloves.