6 terms

8.) Interest-Based Negotiation and Open Space Technology


Terms in this set (...)

8.) What are the principles behind interest-based negotiation? Identify the purpose, as well as benefits and strengths.
Details to follow below.
-Focus on interests, not positions
- Interests define the problem in the negotiation process
- Your position is something you have decided upon. Your interests are what caused you to so decide.
- Examples of window open vs. window closed and the Egyptian-Israeli peace treaty in 1978 from chapter 3 in "Getting to Yes" book.
Benefits and Strengths:
-Try to identify mutual interests/ willingness to learn about the other side's feeling and concerns
- May find that behind opposed positions lie shared and compatible interests, as well as conflicting ones.
-Work together to generate more options
- Interests tend to be unexpressed while positions are usually concrete and very explicit. Both sides must also realize that there are usually multiple interests causing a position.
- Ask "Why?" and "Why not?" to start to see your own interests behind your position as well as the position of the other side.
-Appeal to principles/independent standards or criteria
- The most powerful interests are basic human needs. (Security, Economic well-being, a sense of belonging, recognition, control over one's life)
-Develop good working relationships in order to get good outcomes for both sides
- Listening and compromising is the name of the game.
-Best Alternative To a Negotiated Agreement (BATNA)
- What would be the best case scenario for you be if an agreement cannot be reached or where is the line where the odds are just not in your favor and you should walk away from the table before you end up losing more than you wanted in the agreement?
- Set up points early in the negotiation that you will know that continuing with the negotiation is no longer in your best interest.
What are the principles behind open space technology? Identify the purpose, as well as the benefits and strengths.
Details to follow below.
Meetings have no set structure. Could be in a circular setting and very free form. Breaking out into small discussion groups is encouraged and moving from one group to the next once you feel like you can no longer contribute is important to the process. Creativity and writing down ideas that are posted on a wall for all to see.
Four Principles
- Whomever comes are the right people
- The people who show up are the ones that care. You do not need experts or high level executives. You just need people who are going to accept the process and put in an effort.
- Whatever happens is the only thing that could have happened
- Once a decision is reached it is final and there is no changing it. It was meant to happen and do not second guess the outcome.
- Whenever it starts is the right time
- The process does not have a set time schedule. Creativity and innovation can happen at any point and should start whenever an idea is thought of.
- Whenever it is over, it is over
- Tells people that a solution does not have to be reached just because there is only 30 minutes left in the meeting. Once an issue is started, discussion should continue until a full and complete resolution is reached no matter how long it takes. On the other hand, this also means that once a issue is resolved that it is complete and there is no going back to it. It is now time to move onto the next issue.
-One Law
- Law of Two Feet - If at any time during a discussion group you feel that you cannot contribute or that nothing is being accomplished, just get up, use your two feet, and move on to a new discussion group in the room.