Integrative Negotiation Technique
Integrative negotiation can also be referred to as win-win negotiation technique. It is a strategy to use when the goal is an outcome that is good for both parties.
The negotiation technique most people are familiar with is distributive negotiation. That technique is all about getting the best possible outcome for you and/or your company. We often use this technique when buying a car or house.
Sales Negotiation Training
For building long term positive client relations using a negotiation technique that is integrative. This technique combines the needs and desires of all parties. It is a win-win for all parties.
For this negotiation technique to work, it requires that both sides want an integrative process to be followed. It can require more effort but the results are so much more satisfying.
The idea of integrative negotiation is to work together to find the outcome that best helps both sides. This requires both sides to put more effort than usual into understanding what the other side requires and desires from a deal.
Analysts of the tactic say it works best when the two sides concentrate primarily on the main point of the deal, rather than coming up with many secondary points which they will then “trade off” as part of the negotiating process.
Key Rules of Negotiation
As Aristotle said, 'One can become angry; that is easy. But to be angry with the right person, to the right degree, at the right time, for the right purpose — that is not easy.' "
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