Best Practices in an Integrative Negotiation

The video tutorial explains integrative negotiation, emphasizing cooperation to create more value. It covers identifying interests, understanding alternatives like BATNA, and setting reservation points. The importance of communication and strategy is highlighted, along with anchoring and using tactics to achieve negotiation objectives.

What is the primary goal of integrative negotiation?

• To create more value collectively

• To avoid any form of cooperation

• To focus on individual gains

• To divide resources equally

Which type of interest involves parties wanting the same thing but to different extents?

• Distributive interest

• Joint interest

• Shared interest

• Compatible interest

What does BATNA stand for in negotiation?

• Best Alternative to a Negotiated Agreement

• Best Approach to Negotiation Agreement

• Basic Alternative to Negotiation Agreement

• Basic Agreement to Negotiate Alternatives

What is the reservation point in a negotiation?

• The point where you agree to terms

• The point where you make concessions

• The point where you walk away

• The point where you start negotiations

How can communication provide an advantage in negotiation?

• By avoiding discussions

• By focusing on individual gains

• By exchanging information

• By hiding information

What is the benefit of anchoring first in a negotiation?

• It ensures equal value distribution

• It avoids any concessions

• It guarantees a better outcome

• It sets the negotiation parameters

In integrative negotiation, what is the purpose of trade-offs?

• To avoid any form of agreement

• To create greater overall value

• To focus on individual interests

• To reduce the negotiation time