In this chapter, integrative negotiation requires a process fundamentally different than distributive bargaining. Negotiators must attempt to probe below the surface of the other party's position to discover his or her underlying needs. They must create a free and open flow of information and use their desire to satisfy both sides as a guide to structure their dialogue. If negotiators do not have this perspective if they approach the problem and "opponent" in win-lose terms - integrative negotiation cannot occur. For successful negotiation: some form of shared or common goals, faith in one's ability to solve problems, a belief in the validity and importance of the other's position, the motivation and commitment to work together, trust in the opposing negotiator, the ability to accurately exchange information in spite of conflict conditions, and an understanding of the dynamics of integrative negotiation. If the parties are not able to meet these preconditions successfully, they will need to resolve challenges in thses areas as the integrative negotiation evolves.
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