The Theory of Integrative Negotiation

The Theory of Integrative Negotiation focuses on creating mutually beneficial agreements by understanding and addressing the underlying interests of all parties involved. Instead of competing for a fixed amount of resources, negotiators collaborate to find solutions that satisfy everyone's core needs. This approach emphasizes open communication, cooperation, and problem-solving to reach an agreement where both sides feel valued and understood, often generating more value than traditional competitive bargaining. Essentially, it’s about working together to achieve a win-win outcome rather than just dividing limited resources.