Final Answer:
Negotiators must focus on creating value, understanding underlying interests, and collaborating for mutual gain rather than solely focusing on dividing limited resources.
Step-by-step explanation:
Integrated negotiation stands in stark contrast to distributive bargaining by emphasizing a cooperative approach rather than a competitive one. In this method, negotiators strive to expand the pie, aiming for outcomes where both parties benefit rather than simply haggling over a fixed set of resources. Instead of a win-lose mentality characteristic of distributive bargaining, integrated negotiation encourages a win-win scenario.
This negotiation style requires a deeper understanding of the underlying interests and needs of each party involved. It's not solely about claiming the largest possible slice of the pie, but rather about uncovering the fundamental motivations and desires driving each side's position. This approach allows negotiators to craft solutions that cater to these underlying interests, fostering a more sustainable and satisfactory outcome for all involved.
Moreover, integrated negotiation often involves collaboration and creativity. It encourages brainstorming and exploring various options that address the concerns of all parties involved. It emphasizes joint problem-solving rather than taking rigid, adversarial stances. This collaborative spirit fosters trust and fosters relationships that can extend beyond the immediate negotiation, potentially leading to future collaborations and agreements.