Strategic Objectives

• Overall goal: Negotiate collaboratively to reach a "mutual gain" agreement
• Establish preconditions for mutual gain negotiation - such as shared understanding of the situation, the negotiation process, and the degree of trust.
• Discuss the process - educate about the process.
• Try to ensure that all parties are committed to the process and to a mutually beneficial  solution (concern for both parties).
• Discuss the implications of not maintaining a mutual gain, problem-solving approach.
• Consider means to invoke a mutual gain, problem-solving orientation.
• Adopt a mutual gain, problem solving orientation.
• Maintain a focus on similar interests and needs.

• Initial focus on interests, goals, objectives.
• Identification of the problems definitions of the conflict - search for commonalities in the way the dispute is perceived.
• Creation of criteria for evaluating solutions - standards designed to determine if an outcome is beneficial to all parties . . . this may include preference ordering.
• Generating alternative "mutual gain" outcomes or solutions.
• Evaluating alternative solutions.
• Reaching an agreement.

Communication Tactics

• Bilateral focus and role reversal (mutual perspective taking)
• Reporting of preferences/subjective utilities, target points, resistance points (although integrative bargainers need not think in these terms).
• Advance notice of power moves.
• Open negotiations.
• Adequate time.
• Overt verbal concern for parties maintaining face.
• Careful, selective, limited use of distributive, competitive tactics.