Interest Based Negotiation

Principled Negotiation for Moving Forward

Overview
Why interest-based negotiation (IBN)?

Five principles of IBN

Separate the people and the problem Focus on interests Create options for mutual gain Know your alternatives (BATNA) Determine objective criteria

Applying IBN

Why is this Important?

Conflict is everywhere

Increasing knowledge and skills in negotiation

can save time and money Teams who work well together are more productive

Conflict
Happens in the interaction of interdependent people Who perceive incompatible goals And experience interference from the other in reaching those goals

Conflict is like chaos

It is complex there are many parts and they way

they evolve and impact each other is unpredictable Conflict is dynamic change is the only constant People can feel out of control in conflict

Understanding Conflict
There is an order to conflict the way that we

identify it and respond to it As we understand conflict better, we begin to see patterns emerge The more we understand individuals in conflict, the better we are able to respond thoughtfully

Interest-Based Negotiation
A more effective and more lasting way to resolve conflict

Separate the people from the problem Develop your BATNA

Create options for mutual gain

Focus on interests not positions

Define objective criteria

Separate the people from the problem

Perceptions and Assumptions

You

It

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Emotions

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Communication

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Separate the people from the problem

Focus on interests not positions

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Why Focus on Interests?

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Separate the people from the problem

Create options for mutual gain

Focus on interests not positions

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Interests Lead to Options

Examining and evaluating the interests highlights

areas of mutual gain

How do participants prioritize their interests? How do they fit together?

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Options for Mutual Gain

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Overcoming Barriers to Developing Mutual Options

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Separate the people from the problem Develop your BATNA Focus on interests not positions

Create options for mutual gain

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Best Alternative to Negotiated Agreement

What will you do if you are unable to reach

agreement in the negotiation? These alternatives are outside the negotiation and are typically implemented without the buy in of the other.

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Identify and Use your BATNA

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Options and BATNA Comaprison

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Separate the people from the problem Develop your BATNA

Create options for mutual gain

Focus on interests not positions

Define objective criteria

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Objective Criteria
Others in the industry do. (What is customary)

The last time this happened we. (Precedent)

The standard contract says (Law) If you were me would you.? (Reciprocity)

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