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1. Introduction
2. Why do we bargain and negotiate?
3. How do we negotiate?
4. Conventional approach: compete to win!
5. What's wrong with that?
6. A better way? Integrate!
7. Needs and interests
8. Example: window at the library
9. Example: an orange
10. Example: chocolate cake
11. The other way: negotiate to integrate
12. Connecting the dots
13. Solution? Think out of the box!
14. So, how do we integrate? Ask, and tell!!
15. Contexts that affect our efforts to integrate (1)
16. Contexts that affect our efforts to integrate (2)
17. Contexts that affect our efforts to integrate (3)
18. Ways to integrate in negotiation (1)
19. Ways to integrate in negotiation (2)
20. When parties' needs produce agreements
21. Further reading
22. Thank you!

Topics Covered

• Why do we bargain and negotiate?
• How do we negotiate?
• Conventional approach: compete to win
• Integration in negotiation
• Needs and interests
• The other way: negotiate to integrate
• Thinking out of the box
• How do we integrate?
• Contexts that affect our efforts to integrate
• Ways to integrate in negotiation
• Successful integrative bargaining

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation

Talk Citation

Publication History

• Published on October 27, 2011