I.B.

N
Interest Based Negotiations

Interest- based negotiation theory and practice was developed by Professors Fisher, Ury, and Patton of the Harvard Program on Negotiations. Getting to Yes

Interests Vs Positions

Interests Vs Positions

There was once only one orange left in a kitchen and two prominent chefs were fighting over it.

"I need that orange !"

"Yes, but I need that orange as well !"

Interests Vs Positions
Time was running out and they both needed an orange to finish their particular recipes for the President's dinner. They decided on a compromise: they grabbed one of the large kitchen knives that was lying around, split the orange in half, and each went to his corner to finish preparing his meal.

Interests Vs Positions
One chef squeezed the juice from the orange and poured it into the special sauce he was making. It wasn't quite enough, but it would have to do. The other grated the peel and stirred the scrapings into the batter for his famous cake.
He too didn't have as much as he would have liked, but given the situation, what else could he have done ?

Position-Based Negotiation

Focuses on pre-determined solutions Attacks the opposing parties positions

Produces unsatisfactory agreements

Position-Based Negotiation

Negotiators lock themselves in

Position-Based Negotiation

Negotiators lock themselves in Becomes a contest of will

Position-Based Negotiation

Negotiators lock themselves in Becomes a contest of will Can lead to conflict

An alternative

Positions often lead to conflict and dead ends. We want to avoid conflict and dead ends Interests are the motivator, the why Positions is how they are expressed The challenge is to look beyond the position, recognise the interest, and explore how it can be addressed

The alternative
Positions Position is THE pathway Pathway a.

Interests

Pathway b.
Pathway c. Pathway d.

Acceptable for both!

A position identifies only one pathway forward

Good for ONE party

pathway

An interest usually identifies several pathways forward

A pathway in common is the solution Good for the other party

Pathway a.

Pathway b.
Pathway c. Pathway d.

Interest-Based Negotiation (IBN)

Focuses on all parties:

Individual needs Organizational needs

The Five Basic Elements of IBN

1.

People (parties) - Including governments, corporations, NGOs, sub-groups, and

the individual people/personalities/representatives of those groups.

2.

Interests - The motivation behind positions Options to satisfy interests Possible solutions Objective criteria Applying fair standards

3.

4.

5.

Develop your BATNA Best Alternative to a Negotiated Agreement

1. Separate the People from the Problem

People (Parties)

1. Separate the People from the Problem

People (Parties) People and problems get entangled by:

Perceptions
Emotions Communications

2. Focus On Interests not positions

Positions
Involve a Predetermined solution Require justification (defense) End discussions Interests Examine Why a solution is preferred Require explanation (reason)

Start discussions

2. How to identify their interests

Use language to find out their interests

Can you explain how

that achieves what you need

Can you help me

understand why thats important to you

Let me see if I
understand. You want that because (you state in your words)

I dont understand
how that will work, can you explain it to me

2. How to identify their interests

Communicate your interests

What we need to
achieve is (your interest not your position)

Whats
important to us is(your interest not your position)

Were open to
doing this in any number of ways that achieves (your interest not your position)

Can you think of any

ways, without downside for you, in which we can (your interest not your position)

3. Invent Options for Mutual Gain

Recognize there can be more than 1 option Expand the pie thru Brainstorming

3. Invent Options for Mutual Gain

What if we did ?

3. Invent Options for Mutual Gain

What if we did ? YES

Move forward

3. Invent Options for Mutual Gain

What if we did ? NO

Why wont it work?

3. Invent Options for Mutual Gain

Ask others Brainstorm with the other parties Look for mutual benefits Identify differences in interests, time, belief etc Create Options

4. Objective Criteria (Mutually Acceptable Criteria)

Others in the industry do
The last time this happened we
What is customary Precedent Law

The standard contract says

5. BATNA
Best Alternative to a Negotiated Agreement (Walk Away Position)

Consider what you will do if an agreement is NOT reached Is Activated when Alternatives are OUTSIDE the negotiation Must be real and concrete

The IBN Process - Summary

1-Separate the people from the problem 5-Develop your BATNA 2-Focus on interests not positions 4-Define objective criteria 3-Create options for mutual gain

Vacation Problem
Husband
I want a vacation at the beach

Wife
I want a vacation in Las Vegas

Vacation Problem
Husband
I want a vacation at the beach

Wife
I want a vacation in Las Vegas