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While it is easy to say “expand the pie” and “look for win-win,” being cooperative and open is not enough; you need to know what to look for, and how to look for it. In this sense, negotiators practicing interest-based negotiation can go beyond seeking to satisfy only one particular interest - and would do well to provide themselves with a roadmap for integrative negotiation. This form of negotiation tries not only to satisfy a pressing interest, but to create the most value possible, in any situation, across a wide range of interests and preferences.

Practically speaking, in the real world – let’s assume that we have decided to look for joint gain, to satisfy everyone’s interests, and to expand the pie as far as we can. We have decided to board the cooperative train and see where it takes us. What, exactly, do we do? What topics should we explore together with our counterparts? What are some commonly-encountered strategies for creating more value once both parties are somewhat on-board with the notion of cooperation for mutual gain? Read this short paper, to find out.

Being Strategically Integrative in the Real World (PDF) | Backup Link to .PDF

Thinking back to the two girls and the orange animation: I wonder what solutions and gains the two girls might have reached if instead of splitting the orange it two, and even instead of giving one of them the entire peel and the other the entire amount of juice - an interest-based approach – they had applied this full range of moves to coming up with integrative solutions. Think about it: How far could you have expanded the orange pie?