1. Think of a difficult negotiation you must soon address. What barriers do you perceive in achieving an integrative resolution? In small groups, share your concerns about this negotiation, talk about the barriers, and come up with strategies to overcome them.
2. As a manager, what would you say are the most common barriers to integrative solutions that you face when negotiating with employees? Identify these barriers and discuss general strategies you can use to address them.
3. What personal misgivings do you have about responding to barriers to integrative negotiation? Do you believe that bringing the other party to your side, despite the reservations or gambits he or she is using, is achievable? Are you tempted to engage in the same hard bargaining tactics and strategies as the other party? Discuss the challenges to maintaining the spirit of integrative negotiation when confronted with these barriers. What can you do to hold to principled negotiations in the face of these challenges?