1. Objective
1.1. Focus on commonalties, attempt to address needs and interests, commit to meeting the needs of all involved parts, exchange info and ideas, invent options for mutual gain, use objective criteria for standards of performance
2. Process
2.1. Creating free flow information, attempting to understand the other negotiator's real needs and objectives, emphasizing commonalities between parties and searching for solutions that meet the goal and objectives of both parties
3. Key steps
3.1. Identify and define the problem
3.1.1. It should accurately reflect both parties needs and priorities
3.2. Understand the problem and bring interests and needs to the surface
3.2.1. Ability of the parties to understand and satisfy each others interests
3.3. Generate alternative solutions to the problem
3.3.1. Define their underlying needs and to develop alternatives to meet them
3.3.1.1. Position Accommodation vs Position Achievement
3.3.1.2. Achieve Underlying Interests vs Substitute Underlying Interests
3.3.1.3. Simple vs Complex
3.3.1.4. Person-based vs Issue-base
3.4. Evaluate those alternative and select among them
3.4.1. Negotiators will need to weigh or rank-order each option against clear criteria
4. Factors to a successful integrative negotiation
4.1. Presence of a common goal
4.1.1. Common goal: All parties share equally, each one benefiting in a way that would not be possible if they did not work together
4.1.2. Shared goal: both parties work toward but that benefits each party differently
4.1.3. Joint goal: involves individuals with different personal goals agreeing to combine them in a collective effort
4.2. Faith in one's own problem solving ability
4.2.1. Parties that believe they can work together are more likely to be able to do so
4.3. Belief in the validity of the other party's position
4.3.1. Negotiators to accept both their own and the other's attitudes, interests and desires as valid
4.4. Motivation and commitment to work together
4.4.1. Parties must be motivated to collaborate rather than to compete
4.5. Trust
4.5.1. Easier when the parties trust each other
4.6. Clear and accurate communication
4.6.1. Negotiators must be willing to share information about themselves, what they want and to state why they want it
4.7. Understanding of the dynamics of integrative negotiation
4.7.1. How to exchange information about priorities across issues and preferences within issues, and how to set high goals