Integrative negotiations require an acute awareness of the other party’s needs. You must listen and observe to understand their desired outcome. Once armed with this information, you can craft a ...

Win-win, or integrative negotiation, emphasizes relationship building, with parties seeking creative ways to meet each other's needs and "expand the pie." Preparation is key.

Focusing on what you want in a negotiation can be appealing. However, the most successful negotiators build long-term relationships that benefit both parties. Here is how ...

Integrative bargaining is typically less fraught with tension, as both sides enter the negotiation with the willingness to compromise to achieve a consensus. Advertisement Article continues below ...

Understand positional and integrative negotiation. According to Alex LoCasto, an attorney who focuses on on business litigation and dispute resolution, most negotiations fall into two categories.

Research on integrative negotiations has shown that when negotiators bring more items to their negotiation table (e.g., bring up payment terms to leverage them against the price of a product), ...

The researchers studied how spontaneous handshaking affects multi-issue, integrative negotiations using two scenarios: the hypothetical sale of a car and a hypothetical job offer. Various outcomes ...

Three experiments examine the relationship between past performance and strategies and risk attitudes in integrative negotiations. We hypothesized that past performance would affect negotiators' ...

The approach to an integrative negotiation includes building trust, understanding the other party’s concerns, and knowing the details of the agreement – with the goal to reach a mutually ...

An integrative agreement can be found by identifying trade-offs between the two parties. For example, it turns out that I like the dark meat and my husband likes the white meat.