This video tutorial discusses some of the key ideas presented in Chapter 3 (Integrative Negotiation) of the book, Essentials of Negotiation (4th CE).
Part 1 focuses on:
- An Overview of the Integrative process
- How to recognize an Integrative negotiation opportunity
- Key facets of an integrative negotiation
- The power of Interests
- The Negotiator's Dilemma (and the Pareto Efficiency)
- Creating Value
- Claiming Value
- Dilemma of Trust
- Dilemma of Honesty
- Negotiation Relationships