Definition
Integrative negotiation is a conflict solving method that is more concerned about having an agreement that is fair to all the parties involved. Integrative negotiation ensures that the objectives of the involved parties are met.
According to (Lopez-Fresno et al., 2018), trust is very important in integrative negotiation. In the ever-changing sphere of the global economy, negotiation has become an important aspect. Other than in business, negotiation is important in other fields that govern the business sphere, such as political and social spheres. Negotiation has grown a lot in the last decades. As far as negotiation is concerned, trust is very crucial in integrative negotiation, especially in the transfer of information between the involved parties. The article emphasizes how trust is important in and between organizations. Trust is one of the relational assets that has emerged to be of great importance nowadays. One of the ways in which trust can be sustained is through the interaction of people. The authors further strengthen that a successful integrative negotiation is characterized by how the involved parties integrate their objectives and goals to come into an agreement. Integrative negotiation is made up of three important pillars. These are the psychology aspect of the negotiators, the strategy, and the knowledge of the area on which negotiation is based. These pillars determine the level of trust involved in any negotiation, which is an important aspect of a successful negotiation.
Palmira Lopez-Fresno is a team leader at Spanish Association for Quality, Taina Savolainen is a professor at the University of Eastern Finland and
Silvia Miranda is a negotiator at Expert on Trade.
Analysis
According to (Lopez-Fresno, Savolainen, & Miranda, 2018), one of the reasons different parties decide to negotiate on a particular matter is the realization that they need each other to attain their ultimate goal. This is important, especially in the business sphere, to ensure that the involved parties do not encounter any loss. For the involved parties to realize that they need each other, there should be trust among them. This will help ensure that any decision made rules in favor of all of them. This is one of the advantages of negotiations. Interactive negotiation is very important in ensuring that future relationships are created between the involved parties. This is because the major aim of integrative negotiation is to ensure that all the parties are satisfied with whatever decision will be made.
Academia and practitioners both recognize that trust is essential in ensuring that negotiation is successful. Trust can be defined as how one party has positive expectations of the other party. Lack of trust in a negotiation is one aspect that can make a negotiation to be unsuccessful. Currently, whenever businesses or organizations are involved in a negotiation, trust is one aspect that is considered to ensure that sensitive information. Trust is the ultimate foundation for ensuring that the negotiators reach an integrative agreement. Even if trust is crucial in a negotiation, building trust among the parties is very difficult. This is the major reason why people opt for integrative negotiation because it will help promote a good existing relationship.