Presented by:Dr. Essam OsmanMr. Sayed A.HamidMr. Ahmed ElShamiMr. Awny AttiaMr. Sherif Naeem

Strategy &

tactics of Integrative Negotiation

Presented to:Prof. Hassan Wageih

Integrative Negotiation outlines

What are strategies that help negotiators to create win-win negotiations?

What’s the win-win negotiation?

Comparison between distributive & integrative negotiation.

Pyramid model of integrative agreement

What are Strategies that don’t work ?

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Factors facilitating the integrative negotiation

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Strategic model of integrative negotiation

Case Study

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Group Discussion

What’s Negotiation ?

Negotiating in Daily Life

Improving your Everyday Negotiation Skills

1-What’s Negotiation ?

Negotiation Is a process where by two or more parties decide what each will give and take in a relationship

2-Comparison between distributive & integrative negotiation.

Characteristics Distributive Negotiation

Integrative Negotiation

Relationship Short Term Long Term

Outcome Win/Lose Win/Win

Motivation Individual Gain Joint Gain

Goals Opposed Congruent

Issues Single Issue Multiple Issues

Distributive Vs. Integrative Negotiation procedures

Procedures Distributive Negotiation

Integrative Negotiation

Flow of informationConceal information, or use it selectively and strategically

Create a free and open flow, share information openly

Understanding of the other

Make no effort to understand the other side, or use the information to gain strategic advantages

Attempt to understand what the other side really wants and needs

Attention of commonalities and

differences

Emphasize differences in goals, objectives, interests

Emphasized common goals, objectives, interests

Focus on solution Search for solution that meet own needs or even block the other from meeting their needs

Search for solutions that meet the needs of both all sides

Example for Distributive & Integrative Negotiation

Map showing political regions of Sudan as of July 2006.   Darfur   Nuba Mountains and Blue Nile   North Sudan   South Sudan   Eastern Front, area of operations July 2006   Abyei, as defined by the Permanent Court of Arbitration

Map showing the division of East and West Germany

3-Factors facilitating the integrative negotiation

Common goals

Understanding

Validity

Problem solving

Motivation and commitment

Trust

Communication✓

✓

✓

✓✓✓✓

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4-What’s the win-win negotiation?

• That all creative opportunities are leveraged and no resources are left on the table

Win-Win Is NOT:- Competitive compromise 90% to

10%. (but could be integrative compromise 50% to 50%)

- Compromise- Even split - Satisfaction.- Building a relations.

5- Pyramid model of integrative agreement

Level 2Superior agreement

Create additional value for both parties

Level 1Exceed reservation point BATNA

for both parties

Level 3 Pareto

optimal – maximumValue for both parties

6- What are Strategies that don’t work ?

Commitment to reach win-win deal.

Focusing on long term relationships.

Taking extra time to negotiate

Compromise “equal concession negotiations

Adopting a cooperative orientation.

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7- What are strategies that help negotiators to create win-win negotiations?

Structure contingency contracts by capitalizing on differences.

Unbundle the issues.

Ask questions about Interests &priorities.

Make package deals, not single-issue offers.

Make multiple offers of equivalent value simultaneously.

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Providing Information about your interests &Priorities.

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Presettlement settlements.

Postsettlement settlements.

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Perspective Taking.

8-Strategic model of integrative negotiation

Resource assesment

Assesment of

differences

Construct offers and trade-offs

Curent (Best) terms

Impasse

Implement Agreement

Postsettlement-Settlements

Not acceptable(Optimistic) Not acceptable

(bleak)

Both agree

9-Case Study

• After Hutten battle, Saladin had captured almost every crusader city. The survivors of the battle and other refugees fled to Tyre. In Tyre, Balian of Ibelin had asked Salahdin for safe passage to Jerusalem in order to retrieve his wife Maria Comnena and their family. Salahdin granted his request, provided that Balian not takes up arms against him and not remain in Jerusalem for more than one day.

• However, upon arrival to the holy city, Patriarch Heraclius, Queen Sibylla, and the rest of inhabitants bagged him to take charge of the defense of the city and Balian agreed.

• At the end of September, Balian rode out with an embassy to meet with the sultan. Negotiations were carried out between Salahdin and Balian, Salahdin preferred to take the city without bloodshed, but those inside refused to leave their holy city, vowing to destroy it in a fight than see it handed over peacefully, and this how the siege began.

• A portion of the wall was mined and it collapsed on September 29. The crusaders were unable to push Salahdin troops back from the beach, but at the same time the Muslims not gain the entrance to the city.

• Balian handed over the keys to the tower of David, the citadel, on October 2. Salahdin allowed for an orderly march away from Jerusalem. The ransomed inhabitants marched away in three columns; Balian was permitted to join his wife and family in Tripoli.

The siege of Jerusalem

• Salahdin: When you will leave the city?• Balian: Before I lose it I'll burn to ground, your holy places, ours, every last thing and

manmade in Jerusalem. • Salahdin: I wonder if it would not be better if you did not. You will destroy it?• Balian: Every stone, every Christian knight you kill, he will take ten thousands, you will

destroy your army here and never raise another. I swear to God that the take of the city will be the end of you. Zero Sum

• Salahdin: Your city is full of women and children, if my army will die so will your city. New Incentive

• Balian: You have your terms, I ask none.• Salahdin: I will give every sole save conduct Christian path, every sole, the women, the

children, the old and all your knights and soldiers and your Queen. Hell to the victorious if he over evaluated his victory

• Balian: The Christians did harmed Muslims when they took the city.• Salahdin: I'm not those men I'm Salahdin, Salahdin. Leading the process• Balian: Then, under those terms, I surrender Jerusalem • Salahdin: Salam Alikom• Balian: Peace be with you• Balian: What is Jerusalem worth?• Salahdin: Nothing ……. Everything.

Salahdin and Balian final negotiation dialogue from the scene

• What is the negotiation model taken by both leaders?

• From the case, what are the strategies taken during the negotiation that should or should not be taken in a successful negotiation process?

Questions

10- Group Discussion