Characteristics of Integrative Negotiators

A successful integrative negotiator models the following traits:

Honesty and integrity. Interest-based negotiating requires a certain level of trust between the parties. Actions that demonstrate interest in all players’ concerns will help establish a trusting environment.

Abundance mentality. Those with an abundance mentality do not perceive a concession of monies, prestige, control, and so on as something that makes their slice of the pie smaller, but merely as a way to enlarge the pie. A scarcity or zero-sum mentality says, “Anything I give to you takes away from me.” A negotiator with an abundance mentality knows that making concessions helps build stronger long-term relationships.

Maturity. In his book Seven Habits of Highly Effective Leaders, Stephen Covey refers to maturity as having the courage to stand up for your issues and values while being able to recognize that others’ issues and values are just as valid.

Systems orientation. Systems thinkers will look at ways in which the entire system can be optimized, rather than focusing on suboptimizing components of the system.

Superior listening skills. Ninety percent of communication is not in one’s words but in the whole context of the communication, including mode of expression, body language, and many other cues. Effective listening also requires that one avoid listening only from his or her frame of reference.

Source: Chris Laubach, “Negotiating a Gain-Gain Agreement,” Healthcare Executive, January/February 1997, p. 14.