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Why you want to work with an integrative negotiator

Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!

In the second section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the 26 different personality traits of negotiators you are likely to encounter in the course of your negotiating career are identified. Over the next few weeks we will recommend ways of dealing with each type of negotiator.

(Courtesy of PersonalEmpowerment.co)

15 The integrative negotiator

Integrative negotiators are often innovative, creative, even ingenious win/win negotiators. The integrative approach involves combining and integrating various and perhaps disparate parts, and creating synergy between individuals in order to create a whole greater than the sum components. It is about making a bigger pie with enough slices for everyone out of a host of ingredients you might think wouldn’t taste good together.

Accomplishing this feat usually requires that a person with vision, confidence, and authority inspires unity and creates consensus among diverse parties and points of view. In this way, mutual scepticism and resistance can be transformed into mutual commitment and collective creativity to achieve improbable goals. Integrative negotiators tend to be out-of-the-box thinkers, and even inspiring visionaries. They also tend to be long-term relationship builders who form strong personal bonds with their collaborators and associates.

Working with an integrative negotiator is a challenge and an opportunity that requires a level of trust and vulnerability not usually part of the negotiation process. But it is worth the risk, as extraordinary results and a fruitful working friendship may come out of the process.


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