Integrative Negotiation Model

Tacettin İKİZ · March 31, 2025, 06:59:25 PM

Integrative Negotiation Model

Purpose: Maximize mutual value through collaboration.
Identify shared interests and objectives.
→ Formula: Shared Value = f(Common Goals + Open Dialogue)
Collaborate for creative, win-win solutions.
→ Formula: Innovation = f(Diverse Perspectives × Trust)
Foster open communication and transparency.
→ Formula: Trust ∝ Transparency + Consistency
Maximize total value, not just individual gain.
→ Total Gain = Value_A + Value_B (maximize ΣValue)

Distributive Negotiation Model

Purpose: Maximize your own outcome in a competitive setting.
Set clear goals and priorities.
→ Formula: Gain = Target - Concessions
Use tactics like anchoring, framing, and concessions.
→ Formula: Perceived Value = f(Anchor Point × Framing)
Be flexible and ready for trade-offs.
→ Optimal Outcome = max(Utility_A - Concession_A)
Avoid early concessions.
→ Control = f(Concession Timing × Leverage Retention)

Principled Negotiation Model (Fisher & Ury)

Purpose: Focus on interests, not positions.
Separate people from the problem.
→ Formula: Progress ∝ f(Objectivity - Emotion)
Invent mutual gain options using objective criteria.
→ Options = f(Creativity × Objective Standards)
Insist on fairness using data and logic.
→ Fair Agreement = Intersection(Standards_A, Standards_B)
Maintain collaborative mindset.
→ Sustainability = f(Relationship Quality + Joint Gains)

Harvard Negotiation Project Model

Purpose: Blend value creation and value claiming.
Analyze both parties' interests, BATNAs, and standards.
→ Power = f(BATNA Strength × Interest Clarity)
Develop strategy based on the context.
→ Approach = Adaptive Plan (Environment, Goals)
Adapt based on real-time feedback.
→ Refinement = ΔTactics / ΔContext
Create and claim value simultaneously.
→ Dual Value = Created Value + Claimed Share

Getting Past No Model (William Ury)

Purpose: Overcome resistance and break impasses.
Acknowledge objections and emotions.
→ Formula: Resistance ↓ = Empathy + Validation
Use active listening and empathy.
→ Connection = f(Listening × Emotional Intelligence)
Invent options that benefit both parties.
→ Resolution = f(Options_A + Options_B - Ego)
Build momentum through unmet needs.
→ Forward Movement = f(Shared Needs × Motivation)

Emotional Intelligence Negotiation Model

Purpose: Leverage emotions to enhance outcomes.
Manage your own emotions.
→ Formula: Self-Control = Awareness × Regulation
Empathize with the other party's emotions.
→ Trust = f(Empathy + Emotional Mirroring)
Adapt your communication style.
→ Impact = Match(Tone, Pace, Vocabulary)
Use EI to reduce conflict and close deals.
→ Resolution = f(EI × Strategic Messaging)

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