Part 1: Interests
We all know that everyone negotiates. We all know that we have been negotiating since we were babies, the difference now compared to then is that as a baby, our method of negotiating was crying whereas hopefully now we have a few more tools in our mediator/negotiator toolbox.
Every negotiation, according to Roger Fisher of Harvard's Program on Negotiation, has seven distinguishable elements that are interconnected. They are:
As a mediator, it is important to remember these as you can help the parties move forward, move from positions to interests, and keeping the 7 in mind, it helps move from stalemates (among many other positive uses).
I am going to breakdown the 7 elements into seperate posts by day as a way to get you to keep coming back to my blog (wait, did I just think that or type it?!?).
- I want him to pay me
- I want the radio to stop being so loud
- I want my money back
Interest based negotiationg on the otherhand creates more of a collaborative environment and expands your options. By doing this, its creates a win-win opportunity compared to the combative me versus you/win-lose situation.
- I feel like I was cheated and disrespected
- I need my rest, I go to bed early because I work the early shift
- I paid for a service that I feel I did not get and I am frustrated
Ok, now you know your interests, so you think you are done right? Wrong, you are only halfway there. It is great you know your interests, but in order for the negotiation to get a successful outcome, the agreement must be beneficial to both parties. So yes, you guessed it, you have to figure out the other party's interests too.