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Week 3 Lesson 2:
Integrative Negotiation

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Learning Outcomes

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• Explain what is Integrative Negotiation 
• Explain the key steps in integrative negotiation process 
• Apply effective questioning and listening skills  
• Apply integrative negotiation skills through the Magic Pear
role play 
• Discuss and reflect on how integrative negotiation can be
applied in the BETA team for team effectiveness 

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Possible Negotiation Strategies/ Outcomes

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Your needs satisfied
HIGH
Win-Win/Short
Win-Lose/Short You Command/ Collaborate/ Win-Win/Long
Lose-Lose/Long
My way or highway Win-Win This is our goal!

Your apparent win

Compromise

Okay/Short Term Avoid, don’t You Give In/ Lose-Win/Short

Lose-Lose/Long negotiate Need Any Deal Lose-Lose/Long

LOW
HIGH
Other side’s apparent win
Counterpart’s needs satisfied
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What is Integrative Negotiation?

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Integrative Negotiation takes place when both parties
come away winners and both parties are committed
to upholding their ends of the agreement.
The primary motivation of both parties is about
searching for common solutions to problems that are
not exclusively of interest to only one party of the
negotiators.

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Characteristics of Integrative Negotiations

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Key Characteristics Integrative Negotiations

Resource Availability Variable amount of resources to be divided

Primary Motivations I win, You win

Primary Interests Convergent or Congruent with each other

Focus of Relationships Long Term

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How to engage in Integrative Negotiations?

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Step #1 Step #2 Step #3 Step #4
Identify and Surface Generate Evaluate and
define the interests and alternative select among
problem needs solutions alternatives

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The Integrative Negotiation checklist

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Items You Others

Is there an open exchange of information?  

Is there an attempt to understand the other
negotiator’s real needs and objectives?  
Is there an emphasis on commonalities between the
parties to minimize differences?  
Is there an attempt to search for solutions that meet
the goals and objectives of both sides?  
Is there a use of objective criteria in setting standards?  
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Activity: In pairs:
Magic pear One of you will be Dr Chang and the other will be

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Dr Peng.
Read the handout specially for the assigned role
provided by the tutor.

In 15 min, plan for the Negotiation & complete the

preparation tables.
Time Allocated: In the next 15 min, start and complete the
30 minutes negotiation process.
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Were you listening?
“The biggest communication problem is we do not
listen to understand. We listen to reply.”
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Let’s watch a short clip extracted
from “Everybody loves
Raymond”.
Pay attention to how Debra and Raymond
communicate with their daughter?
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MOTHER’S (DEBRA) FAT H E R ’ S ( R AY M O N D )

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RESPONSE RESPONSE

• Did the mother listen • Did the father listen

actively? attentively?
• What are the tone and HOW • How did the father show that
behaviour is she he is listening attentively?
displaying? TO Body language? Tone?
• How did the little girl • Examples of sentences that
respond? Was it
LISTEN were used by the father that
positive?
• Examples of sentences
A C T I V E LY ? shows he is listening.
• How did the girl respond to
that were used by the the father’s queries?
mother that shows she is • How did the girl’s behaviour
not listening. evolve from the start to the
end?
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5 tips to improve your (Integrative) Negotiation

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Tip #1

Don’t start with the proposal.

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5 tips to improve your (Integrative) Negotiation

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Tip #2

Try to uncover the other party’s real

reservation price by initiating a
conversation about interests and
concerns

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5 tips to improve your (Integrative) Negotiation

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Tip #3

Be forthcoming about your own

business needs, interests, and concerns

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5 tips to improve your (Integrative) Negotiation

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Tip #4

Generate options that offer mutual gain

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5 tips to improve your (Integrative) Negotiation

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Tip #5

Don't overlook differences in

preferences, resources, and capabilities

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Active Listening is NOT about
being silent
Asking the right questions show the other party that
you are listening to understand.
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Some examples of Open-ended questions

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• Who should we speak to in your organization to gather more
information?
• What do you think of this proposal?
• Where do we go from here?
• When is a good time to sign the contract?
• Why do you think there are some resistance to the ideas proposed?
• How can we work together on this project?

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Now… let’s work on some
tactics that will give you a
better chance at Integrative
Negotiations
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Activity: In groups of 5-6:
Generate In 10min, on a flipchart, research on the assigned tactic(s):

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Alternative 1. Logroll
Solutions 2. Expand the pie
3. Modify the pie
4. Find a bridge solution
5. Use nonspecific compensation
6. Cut the costs for compliance
7. Superordination
Time Allocated: 8. Compromise
20 minutes
Spend the next 10 minutes sharing with the class.
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Applying what you have
learned
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Activity: In your BETA team:
Integrative In 10 min, discuss the following:

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negotiation & 1. How will knowing the strategies and tactics in
BETA project integrative negotiation change your behaviour
when negotiating with others?
2. Discuss and reflect on how integrative
negotiation can be applied in the BETA team for
team effectiveness
Time
Allocated: 15
minutes Take the next 5 mins to share with the class.

Explain
what is Integrative
Negotiation  integrative negotiation
Integrative negotiation is
whereby both parties win in
a negotiation.
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Explain the key
steps in integrative
negotiation Apply effective
process  questioning and
There are 4 key steps in listening skills
 Knowing the questioning
process. Go through them
techniques and listening
thoroughly if you hope for
skills only bring you so far.
a win-win situation.
It is practising them that
makes you a skilful
negotiator. Start
practising and honing
these skills NOW!
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Discuss and
reflect on how
integrative
negotiation can
be applied in the
BETA team  
It’s time to get the
team together to think
through how to
effectively utilise
integrative negotiation
for team effectiveness.
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Thank You.