Characteristics of an Integrative Negotiation

The video explores integrative negotiation, emphasizing the importance of understanding interests, communication, cooperation, and trust. It highlights the need for parties to identify common, shared, and joint interests to create value. Effective negotiation requires confidence, openness to alternatives, and trust between parties to ensure a successful outcome.

What is meant by 'joint objectives' in a negotiation?

How can parties create more value collectively in an integrative negotiation?

What factors contribute to the willingness of parties to negotiate?