What common strategy focuses on collaboration for mutual gain during negotiation?

Integrative negotiation is a strategy that emphasizes collaboration and seeks mutual gain for all parties involved. This approach is rooted in the belief that negotiations do not have to be a zero-sum game, where one party's gain is inherently another's loss. Instead, it encourages open communication and understanding between the parties to explore interests and needs, ultimately leading to solutions that benefit everyone.

In this type of negotiation, participants work together to identify common interests and develop creative options that satisfy those interests, thereby enhancing relationships and fostering a cooperative spirit. This stands in contrast to other negotiation strategies that may focus on conflict or adversarial tactics, which can undermine relationships and lead to suboptimal outcomes. Integrative negotiation also aligns well with the principles of effective communication, as it requires active listening and empathy to understand the perspectives of all parties involved and find common ground.