Which of the following are stages of a win-win approach to negotiations?
Find out where the interests of both parties align
Design new options, where everyone gets more of what they need
Limit the resources to a fixed number
Insist that the agreement includes subjective regulatory standards
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A
A win-win (integrative) negotiation focuses on shared interests and joint value creation. The first step is identifying where both parties' interests align, followed by designing creative options that allow both sides to gain more of what they need. Limiting resources and imposing subjective standards are characteristics of distributive or adversarial approaches and restrict value creation. CIPS clearly distinguishes integrative negotiation as collaborative, interest-based, and solution-focused, particularly suitable for long-term and strategic supplier relationships.
