You are about to enter into a challenging multi-issue negotiation. You believe that this negotiation has strong "integrative" potential but it is pretty complicated. Explain how you would approach an integrative negotiation (and include some specific tactics) that you can use to achieve a successful outcome in this type of negotiation.

Please use some (not all) key terms:

• Starting point- for a seller, it is the initial asking price; for the buyer, it is theirinitial offer.
• Target point- is the preferred/optimal price (the price you hope to get as a seller and pay for as a buyer); also known as your aspiration point
• Resistance point (aka: reservation point, walkaway point)- this is your bottom-line price; the boundary you won't cross. For a buyer, it is the most you will pay. For a seller, it is the least amount you will accept.
• Zone of potential agreement (ZOPA)- is the difference between the buyer's and seller's resistance points
• Positive bargaining range- when the buyer's resistance point is above the seller's resistance point there is room to reach an agreement
• Negative bargaining range- when the seller's resistance point is above the buyer's resistance point, there is no room to negotiate
• Settlement point- the point at which an agreement is reached!

There are four key steps in the integrative negotiation process:

1. Identify and define the problem(s)
2. Understand the problem(s) and identify interests and needs
3. Generate alternative solutions to the problem(s)
4. Evaluate those alternatives and select among them