Negotiation Propsal

Negotiation Analysis Proposal

Valerie Schell

Larry Ray-HR595

July 24, 2011

The focus of my paper is Integrative negotiation and the parties are involved in negotiations on a purchase of a house.

Key Idea

In this type of negotiation, parties cooperate to achieve maximum benefits by integrating their interests into an agreement. This is also known as a "win-win" negotiation. At times we conduct many integrative negotiations with your friends or neighbors.

For example, you might negotiate with a neighbor about the boundary between your properties.

In an integrative negotiation, there are many items and issues to be negotiated, and the goal is to "create" as much value as possible for yourself and the other side.

Each side makes trade-offs to get the things it values most, while giving up other, less critical factors.

Sometimes your interests are not the same as those of the party with whom you're negotiating.

This means that your ability to claim what you want from the deal does not necessarily detract from the other party's ability to claim what he or she wants from the deal.

Finding opportunities for mutual benefit requires cooperation and disclosure of information. Both parties need to understand their own key interests and the key interests of the other side.

As a result, opportunities for creativity abound and the relationship between you and the other party becomes highly valued.

In business, integrative negotiations tend to occur in three instances:

• First, they occur during the structuring of complex, long-term partnerships or other collaborations.

• Second, they occur after financial terms (or the competitive aspects) of a deal have been set.

• Third, they occur between professional colleagues or superiors and direct reports whose long-term interests benefit from the other's satisfaction.