Chapter 3 Strategy and Tactics of Integrative Negotiation

The chapter review strategy and tactics of integrative negotiation. It is one within which the parties are able to define goals that allows both side to achieve their objectives. It is a process of defining goals and engaging in a process that permits both the parties to maximize their objective. But still integrative negotiation is not easy especially for parties who are locked in conflict, defensiveness, and hard line position. It can only be processed by creating a necessary condition to unfold this successfully.