Mastering Integrative Negotiation for Optimal Outcomes

The assignment is about the importance of negotiation skills in marketing, specifically in a business-to-business (B2B) context. The writer reflects on their own learning journey and identifies the need to develop skills in principled negotiation, building trust with other parties, and selecting the appropriate negotiation approach. They also recognize the significance of considering cultural diversity and differences when communicating and negotiating.

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Foundation of success
Name:
Student ID:
Learning objective:
Introduction:
It is highly important to me to decide what I really need to learn to develop my skills through
learning, training and gaining knowledge. It is important to review my day to day experience to
gain new skills, develop my skills and abilities. I need to find the opportunities that challenges
me to develop my skills and the skills of people around me as well. In the future, I will need to
develop the skills of my followers at the workplace. Also, I need to learn from my experiences
and reflect upon them. To achieve my goal of being an effective future leader, it is important for
me to create knowledge in the field of marketing as it is considered my subject of interest and get
the chance for applying this knowledge in new situations. I can develop my learning skills from
experience through self-learning, involving in new experiments, and learning from my past
experiences and reflection of my past experience in making decisions (The University of
Warwick, 2010). Setting my objectives is important to provide a roadmap and a future vision of
my learning needs, which could be represented in developing my skills in marketing. Then, I
need to decide what I am going to learn by focusing mainly on developing my negotiation skills.
I believe that negotiation skills will enhance my capabilities in the field of marketing which I
have selected as my future career. Also, it will help me in my personal life though creating
successful relationships with other people and communicating with them in a prober way to
achieve a win-win situation. Developing a time frame for developing my skills is necessary to
manage the learning process in a scheduled time frame. Providing evidence of gaining the
required skills is very important in order to be sure of developing my negotiation skills that I
need and to fill the gap between what I want to achieve (my objectives) and the reality.
How are you
going to
prove that
you have
learned it?
How are you
going to
know that
you have
learned it
(evidence)
Target
date for
completion
How are you going to learn it?
(specific resources and strategies that
you need to learn
What are
you going to
learn
(objectives)
I can prove it
through
different
measures as
career
advancement,
joining in
multi tasks
and making a
footprint in
my future
As these
skills are
demanded
among
industries, my
acceptance in
the career I
wish to join is
a good
indicator for
gaining the
Weeks
(1-10)
Negotiation skills:
I used to make negotiations daily in
my personal and professional lives.
Negotiation is important to reach an
agreement that suites the negotiators.
Negotiation plays a vital role in
building the managerial skills, as it
benefits not only me, but also the
organization and the employees as it
leads to the success of all parties.
Negotiation skills challenge me to
I need
develop my
skills in
marketing

2
How are you
going to
prove that
you have
learned it?
How are you
going to
know that
you have
learned it
(evidence)
Target
date for
completion
How are you going to learn it?
(specific resources and strategies that
you need to learn
What are
you going to
learn
(objectives)
career.required
skills.
learn, assess and give feedback. I need
to be trained to increase my
negotiation skills and behaviors
(Chapman, et al., 2017). Negotiating
on behalf of the organization requires
high skills to be able to negotiate with
suppliers, customers and stakeholders.
Negotiation skills help in avoiding
problems from occurrence and solve
problems that affect the organizational
processes and the overall performance.
As a negotiator, I should target certain
outcomes from the negotiating
process. Also, I need to develop my
skills regarding different negotiation
techniques, as distributive
negotiations, which requires a low
level of information exchange and the
integrative negotiation, which requires
more efforts for problem solving.
Life is full of negotiation, as peoples'
life if full of demands which require to
be fulfilled in a way that satisfies
them. Negotiation assists in managing
cross demands where each one
expresses his interests and asks the
other to fulfill them. It is important to
me to realize what other people need
and to try to help them and not to stick
to my personal needs only. People are
responsible for the success of each
other with certain as it is not correct to
try to gain the maximum share of
benefits at the expense of other
people. It is important to negotiate to
achieve a win-win equilibrium. In my
future career, I will be asked to
negotiate on behalf of the manager
and the organization as well. There
will exist two ways of negotiation,

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How are you
going to
prove that
you have
learned it?
How are you
going to
know that
you have
learned it
(evidence)
Target
date for
completion
How are you going to learn it?
(specific resources and strategies that
you need to learn
What are
you going to
learn
(objectives)
firstly: negotiation with my manager
and secondly: negotiation with
stakeholders. It is important to me to
sell the agreement in a proper way
concerning the organizational
principles (Lempereur, 2012).
Accordingly, it is important to get the
deal done in the implementation phase
to make sure that negotiation is
fruitful, as responsibilities should be
allocated in a clear way.
I need to build my capabilities in
negotiation by selecting the
appropriate negotiation approach. The
situation should be well analyzed to
use the right orientation to achieve the
optimal outcome. There are
distributive negotiations and
integrative negotiations, the
appropriate style should be selected
before starting the negotiation session.
The distributive negotiation approach
is called the win-lose or a zero-sum
game that allows only party to win the
negotiation deal and the other would
fail. This approach is applicable, but it
is hard on relationships. The second
approach is the integrative negotiation
that allows the both parties to win the
situation. This approach requires
creativity in making decisions to
ensure maximum benefits to both
parties. I think I need to develop my
negotiation skills towards the
integrative approach to achieve
satisfaction, develop and expand my
relationships (Fleming & Hawes,
2017). Achieving the most outcomes

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How are you
going to
prove that
you have
learned it?
How are you
going to
know that
you have
learned it
(evidence)
Target
date for
completion
How are you going to learn it?
(specific resources and strategies that
you need to learn
What are
you going to
learn
(objectives)
of the integrative approach is
attainable through accumulative
experience in negotiation based on
knowledge from similar situations.
Trust is considered a good basis to
achieve the desired outcomes of
negotiation, as the lack of trust would
lead to low level of integrative
negotiations and negotiation will be
more distributive. Time may be
required to build trust between the
negotiating parties, as long time will
most probably result in more
integrative negotiation associated with
win-win results.
Reflection:
1. The discussed issue is considered the most important issues for developing my learning skills in
marketing negotiations.
2. I need to have a comprehensive training to develop the required skill.
3. Practicing the new skill with trusted people could give me a positive feedback that assists me in
overcoming the shortage in my skills.
4. I had to research academic articles to be able to focus on the most significant skill and how to
develop it.
Next time: I will measure my performance after having the required training of developing negotiation
skills. Also, I will ask people around me as friends and family members to evaluate my ability in
negotiation to be able to screen the gap between my perception and other persons' perception.
Conclusion:
Negotiation is important to reach an agreement that suites the negotiators. Negotiation plays a
vital role in building the managerial skills, as it benefits not only me, but also the organization
and the employees as it leads to the success of all parties. I need to be trained to increase my
negotiation skills and behaviors. I need to develop my skills regarding different negotiation
techniques, as distributive negotiations, which requires a low level of information exchange and
the integrative negotiation, which requires more efforts for problem solving.
In my future career, I will be asked to negotiate on behalf of the manager and the organization as
well. There will exist two ways of negotiation, firstly: negotiation with my manager and
secondly: negotiation with stakeholders. It is important to me to sell the agreement in a proper

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way concerning the organizational principles. I need to build my capabilities in negotiation by
selecting the appropriate negotiation approach.
It is important to me to realize the fact that negotiation concerns mainly with the negotiating
parties, not their positions, as negotiation strategy could be built upon the principled negotiation,
which reflects the method that could be applied to solve any type of conflict and any situation
and circumstances.
It is important to consider the culture, diversity when communicating and negotiating with
people, crossing the cultural differences would help in achieving proper solutions. I think that I
need to support my negotiation skills with learning, behavioral skills and building trust with
other parties, as trust is considered a good basis to achieve the desired outcomes of negotiation.

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References
Chapman, E, Miles, E & Maurer, T 2017, A proposed model for effective negotiation skill
development, Journal of Management Development, vol. 36, no. 7, pp. 940-958.
Fleming, D & Hawes, J 2017, The negotiation scorecard: a planning tool in business and
industrial marketing, Journal of Business & Industrial Marketing, vol. 32, no. 4, pp. 519-524.
Germaine, K 2011, Selling & negotiating skills for entrepreneurs.
Lempereur, A 2012, Responsible negotiation: exploring the forest beyond the tree, Journal of
Global Responsibility, vol. 3, no. 2, pp. 198-207.
The University of Warwick, 2010, Self-directed learning: managing yourself and your working
relationships, UK.
Vandeputte, P 2015, Mediation and Negotiation in Business Conflicts, In: Business, Ethics and
Peace, Emerald Group Publishing Limited, pp. 315-331.