A newer, more creative approach to negotiation is called the integrative approach. In this approach,
both parties look for ways to integrate their goals under a larger umbrella. That is, they look for ways to
expand the pie, so that each party gets more. This is also called a win–win approach. The first step of the
integrative approach is to enter the negotiation from a cooperative rather than an adversarial stance. The
second step is all about listening. Listening develops trust as each party learns what the other wants and
everyone involved arrives at a mutual understanding. Then, all parties can explore ways to achieve the
individual goals. The general idea is, “If we put our heads together, we can find a solution that addresses
everybody’s needs.” Unfortunately, integrative outcomes are not the norm. A summary of thirty-two
experiments on negotiations found that although they could have resulted in integrated outcomes, only 20
percent did so.  One key factor related to finding integrated solutions is the experience of the negotiators
who were able to reach them. 
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