3 Steps in the integration process Identify the problem &define needs/interests Identify alternative solutions/Solve problems generate evaluate and choose best How is it different from other types of negotiation? 15 IV. Evaluation and selection of alternativesSample and acceptance assessment Before negotiating, opt for objective criteria, regularly check priorities Formulate your reasons for interest Note intangible values and discuss them Subgroups for complex problems Cooling period Cooling times Logging techniques Risk preferences, waiting deviations, time preferences Soft pooling through written agreements 5 stepsIdentify & define problem – together Mutually acceptable definition Do it simply (identify links vs. Different issues) Frame as goal & Outline Addressable obstacles Separate person from Issues Develop standards (see also planning LEP.) to assess the quality of the agreement 9 Technical features How to add or modify the cakeSources 1.How can both parties get what they want? 2.Is a lack of resources? How to increase resources to meet the requirements of both parties? Logroll combine/separate priority themes Non-specific remuneration Provision of remuneration that has nothing to do with the substance of the negotiation 17 Things that prevent integration negotiations History of the relationship Believing in the distribution of the problem Mixed motivation traits Underlying interests and replacement underlying interests 2) may try to prevent the other from achieving their own objectives Chapter 9 Difficult negotiations. 3 Special problems which cause particular difficulties 1. Entrenchment 2. Efforts to “create value” (e.g.B. expansion. Use objective criteria for performance standards Try to meet needs and interests, Not Headings 8 II – Continuation – Types of interestIntrinsic Extrinsic (instrumental) Substantial (economic or financial issues) Satisfaction of the Good Enjoy profit or result for another process (how to solve) for example play a competitive game Gain influence / voice in the organizational relationship (do not want to damage it) Evaluate it for yourself Get positive benefits from the relationship (which is right / right) Resonates w / Kernwerte Can learn for other situations. 6 steps of the integration processII.

Interests interests = why you want what you want (also why you have the goal you have vs positions = what you want to understand the needs/goals of the other party, look for solutions that match the goals and objectives of both parties 4 Planning for an inclusive exercise Before meeting your partner, you should plan something for your role. Respond to the handout provided Note definitions of needs, priorities, interests, mix, etc. 14 Reach vs. replace underlying interestsIII. Generate alternative solutions person vs. problem based on changing positions to problems, vs. . . .