INTEGRATIVE NEGOTIATION

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INTEGRATIVE NEGOTIATION

• Gilles Gauthier
• Institute of Applied Economics

Sources Lewicki, Roy J. Hiam, Alexander,
Olander Wise, Karen. Think Before You SpeakA
Complete Guide To Strategic Negotiation, John
Wiley, 1996, p. 61-64, p. 76-98. Lewicki, Roy J.
Hiam, Alexander. The Fast Forward MBA in
Negotiation and Dealmaking, John Wiley, 1999,
p.123-148. Lewicki, Roy J. Saunders, David M.
Minton, John W. Essentials of Negotiation,
Irwin and McGraw Hill, 1997, p. 30-62. Wilmot,
William W. Hocker, Joyce. Interpersonal
Conflict, McGraw Hill, 5th edition, 1998, p.
191-194. Fisher, Roger Ury, William. Getting to
YesNegotiating Agreement without Giving In,
Boston, Houghton Mifflin, 2nd edition, 1991, 200
pages.
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INTEGRATIVE NEGOTIATION

• ALSO DESIGNATED AS
• ? Zero-sum game
• ? Principled negotiation
• ? Win-win negotiation
• ? Cooperative negotiation
• ? Collaborative strategy

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INTEGRATIVE NEGOTIATION

• ? Negotiation on the merits
• ? Negotiation based on 7 principles of
  collaboration
• ? Mutual problem resolution
• ? Maximizing the value of a joint project