Negotiation tutorial - Interest-based bargaining (Expanding the pie, integrative negotiations)

This negotiation techniques tutorial introduces the concept of integrative negotiations, or approaching bargaining as a win-win situation.

Hope you will enjoy the video! Here's a link to the full course on Udemy:
https://www.udemy.com/course/mba-in-a...

This tutorial is part of a series of short movies on how to be an effective negotiator. The complete module can be found on Udemy, as a core part of the MBA in a Box course by CEO Valentina Bogdanova and 365 Careers.

Among business strategy and marketing insights, the course delivers repeatable tactics and bargaining strategies that can be widely applied across professional and personal settings.

Negotiation module table of contents:

1. Negotiation: An Introduction

Intro to Negotiation
Why is negotiation a core managerial skill?
Why are people bad negotiators?

2. Negotiation: The negotiation toolbox

Understanding BATNA
Reservation point and the Bargaining range

3. Negotiation: The importance of preparation
Assessing yourself
Assessing your opponent
Assessing the situation

3. Negotiation: Types of negotiation

Distributive negotiations (Slicing the pie)
Distributive strategies (Pie-slicing strategies)
Interest-based bargaining
Interest-based negotiation strategies
Claiming
Choosing the correct negotiation strategy

4. Negotiation: Subtleties that will help you in the long run

Adverse tactics and protecting yourself from them
Conflict resolution
Establishing trust
Broken trust and how to repair it
Mediums of negotiation

5. Negotiation: A Complete Negotiation Case Study
The negotiation between Disney and Lucasfilm


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Interest-based negotiations, are characterized by the shared goal of creating more value for all parties at the table. You might also hear about integrated or expansive negotiations; these names all stand for the same thing.

Interest-based negotiations are about learning what your counter-party’s needs are, levelling with them, figuring out what they’re interested in that they haven’t claimed openly yet. The idea is to expand the pie of options, and find outcomes that are mutually beneficial.

The driving force behind interest-based negotiating is the constant search for gains that will be advantageous for all parties.

Here are some tell-tale sign that you might be sharing a table with a party interested in expansive negotiations.

More than one issue is on the table, and it’s okay to bring in other issues that were not previously discussed. The more options, the better the chances for a beneficial deal!

Side deals are not generally frowned upon. Having a side deal works here because it is kind of like bringing new issues to the negotiation. Again, it’s a number’s game.

Your bargaining partner doesn’t want the exact same things as you from the negotiation issues.

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