And we've already covered the idea of distributive bargaining, distributive

and we've already covered the idea of distributive bargaining distributive

being win-lose, integrative is another way to say win-win,

being win-lose integrative is another way to say win-win

and this is what we always talked about in business, right? I want you to remember

this is what we always talked about in business right I want you to remember

however, I really do think this is a much more rare situation, and even though you

however i really do think this is a much more rare situation and even though you

may want this situation, it doesn't mean it happens. Both sides need to be

may want this situation it doesn't mean it happens both sides need to be

involved and really need to be honestly working towards that win-win or

involved really need to be honestly working towards that win-win or

integrated integrative situation. So, let's look at an example of what we're

integrated integrative situation so let's look at an example of what we're

talking about just very quickly, an introduction to this chapter and we

talking about is very quickly an introduction to this chapter and we

often use a pie as an example of how to understand negotiation, right? We could

often use a pie as an example of how to understand negotiation right we could

have said that distributive bargaining is like a pie or I think we said it was

have said that distributive bargaining is like a pie or I think we said it was

like a pizza, and if I get one slice you lose one slice, you don't get that slice,

like pizza and if I get one slice you lose one slice you don't get that slice

right? The pie is I get this piece, you don't get this piece so, if there's one

right the pie is I get this piece you don't get this piece so if there's one

piece left

piece left

I get it but you don't get it, now of course we could cut the pie in half and

I get it but you don't get it now of course we could cut the pie in half and

that's called a compromise, and I think it's important to remember that

that's called a compromise and I think it's important to remember that

integrative bargaining is not about compromise rather it's about a win-win

integrative bargaining is not about compromise rather it's about a win-win

situation where both sides can get what they want without losing what they want,

situation for both sides can get what they want without losing what they want

so they both get what they want without losing anything that they want. That's

so they both get what they want without losing anything that they want that's

different then compromise, compromise means I get half of what I want, I lose

different then compromise compromise means I get half of what i want to lose

half of what I want, you get half of what you want and you lose half of what you

half of what i want you get half of what you want and you lose half of what you

want. So very different approach, now on the win-win for the integrative

want so very different approach now on the win-win for the integrative

bargaining, we need to think about how does this work? Because the situation is

bargaining we need to think about how does this work because the situation is

not very different from a normal negotiation, we both have differences,

not very different from a normal negotiation we both have differences

both sides have things that they want, goals that they want but the question is

both sides have things that they want goals if they want but the question is

how can we make it win-win?

how can we make it when

Well, you know win-win, the key factor to creating this situation is:

win well you know win-win the keep factor to creating this situation is

both sides, one win-win and both sides understand each other and what they can

both sides one twin both sides understand each other and what they can

give and what they can take that will satisfy both sides. And this is where

give and what they can take that will satisfy both sides and this is where

things become extremely iffy or difficult, because both sides need to be

things become extremely if he or difficult because both sides need to be

very honest and feel comfortable with each other and trust each other, so if I

very honest and feel comfortable with each other and trust each other so if i

tell you that what I need to win is ten dollars, but I'm not being honest then

tell you that what I need to win is ten dollars but i'm not being honest then

when you give me ten dollars you've lost, because you've given me more than you

when you give me ten dollars you've lost because you've given me more than you

could have given. So, we both need to be honest and that is where things fall

could have given so we both need to be honest and that is where things fall

apart, because you can ask are you being honest? And of course, they'll say

apart because you can ask you are you being honest and of course they'll say

I'm being honest and you asked me are you being honest? Yeah, I'm being honest of

I'm being honest and you asked me are you being on SL yeah I'm being honest of

course everyone says they're being honest, no one says no, I'm not being

course everyone says they're being honest no one says no on i'm not being

honest, I'm not telling the truth at all.

honest I'm not telling the truth at all

This is a distributive negotiation and I would like to win more than you. Nobody

this is a distributive negotiation and i would like to win more than you nobody

says tha,t they always say let's make this win-win so how do you know if it

says that they always say let's make this win-win so how do you know if it

really is win-win? Well, that's the hard part and the easy answer to that but

really is win-win well that's the hard part and still easy answer to that but

if the win-win is going to succeed, the integrative solution is going to really

if the wind is going to succeed the integrative solution is going to really

work, then both sides really need to get everything they want, everything both

work then both sides really need to get everything they want everything both

sides want they get. So, they need to know what their goal is clearly. If you don't

sides want they get so they need to know what their goal is clearly if you don't

have a goal, there is really no way an integrative negotiation can happen or

have a goal is really no way an integrative negotiation can happen or

succeed, because nobody knows what they want each side just wants to get more,

succeed because nobody knows what they want each side just wants to get more

more, more, more.

more more MORE

That can't happen, so a key point is clarity on the goals and then another

that can't happen so a key point is clarity on the goals and then I'd never

key point is to share the goals. I know your goals, you know my goals so

keep our point is to share the goals I know your goals you know my goals so

this is this openness.

this is this openness

We need to be open to each other, both sides need to be open and honest, that is

we need to be open to each other both sides need to be open and honest that is

not an easy thing to do because we have emphasized secret information, haven't-we?

not an easy thing to do because we have emphasized secret information happen

So, what happens if one side is thinking win-win

with so what happens if one side is thinking win-win

but the other side is not thinking win-win? I said well, I'm being honest to

but the other side is not thinking win-win I said well I'm being honest to

you tell me your secret information and you tell me honestly and I tell you my

you tell me your secret information and you tell me honestly and I tell you my

secret information, but it's not true.

secret information but it's not true

Well, you're gonna lose and I'm gonna win you see so just because we say win- win

well you're gonna lose and I'm gonna win you see so just because we say when wind

doesn't make it happen, there really needs to be an openness, or an honesty

doesn't make it happen there really needs to be an openness for an honesty

or trust between both of the sides. So, it sounds great that there's a win-win,

or trust between both of the sides so it sounds great that there's a win-win

but it doesn't really work that way I want you to be careful because the one

but it doesn't really work that way i want you to be careful because the one

thing I worry about is you're going to think

thing I worry about is you're going to think

hey, I'm just going to do my RPG, I'm going to play the negotiation game with

hey I'm just going to do my RPG i'm going to play the negotiation game with

our classmates and we're all going to be friends because I trust you and I'm

our classmates and we're all going to be friends because I trust you and I'm

gonna tell you my secret information and it ends up, you lose.

gonna tell you my secret information and it ends up you lose

Why? Because you're not paying attention that it was not open and honest, and it

why because you're not paying attention that it was not open and honest and it

was not integrated, it was distributed. So integrative is wonderful, it's powerful, it can

was not integrated it was distributed so integrative is wonderful powerful it can

make everyone win, but it's rare and it's difficult, it's challenging.

make everyone win but it's rare and it's difficult challenging