Training

Integrative Negotiation – From Opposition to Collaboration

Many negotiations get stuck in opposition: everyone tries to maximize their own gains. The result: entrenched positions, disappointed partners, and damaged relationships. Integrative negotiation offers a different path – exchange interests, identify common ground, and develop creative solutions that grow the pie.

Scenario

In this training, you experience a conversation in which your counterpart initially appears uncompromising. As long as you only defend your own position, they remain inflexible. Only when you actively ask about their interests, emphasize shared goals, and propose creative options will they open up – and recognize that both sides can win.

Learnings

Make the needs and interests of both sides visible
Recognize and leverage common ground
Develop creative win-win options
Shift from opposition to collaboration
Reach sustainable agreements

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