In integrative negotiations,negotiators are encouraged to state the problem in terms of their preferred solution and to make concessions from these most desired alternatives.

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In integrative negotiations, negotiators are encouraged to focus on underlying interests and to create mutually beneficial solutions rather than starting with their preferred solution and making concessions from there. This approach is called "expanding the pie" instead of "dividing the pie".

In Integrative Negotiations,negotiators Are Encouraged to State the Problem in Terms