Presentation on theme: "Dispute Resolution Continuum. What is Negotiation? Negotiation is a problem-solving process in which two or more people voluntarily discuss their differences."— Presentation transcript:
Dispute Resolution Continuum
What is Negotiation? Negotiation is a problem-solving process in which two or more people voluntarily discuss their differences and attempt to reach a joint decision on their common concerns. It is one of the most common approaches used to make decisions and manage disputes.
Interests vs. Positions
Positions l ideal solution l pre-formed solution l an opening demand
Positional Negotiations lose/lose outcomes...
Positional Negotiation l objective is to “win” - to “defeat” your opponent l parties perceive themselves as adversaries l parties are suspicious about each other’s motives l parties seldom listen to what’s important from the opposing party’s perspective
Positional Negotiations win/lose outcomes...
Interests l Interests are the needs, hopes, fears, concerns and desires that underlie a position
Interest Negotiation l work together to solve the problem l proceed on the basis of common interests l accommodate and collaborate rather than compete and compromise
Interest Based Negotiations Rather than dividing the pie, Parties work together to build a bigger pie
Positional Negotiation Strategy l play cards close to your chest l demand more than you expect to receive l measure success by what you gain and the other party loses l never ask questions you don’t know the answer to
Interest Based Negotiation Strategy l identify their needs, hopes, fears concerns and desires l parties identify their interests and look for common interests as a basis to begin building agreement l parties work together to build an agreement that accommodates their collective interests
l Active Listening l Open Questions l Paraphrasing l Acknowledging l Reframing l Summarizing
Communication Skills Probing Questions...
Active Listening l be attentive l concentrate l acknowledge l probe l clarify l paraphrase to ensure understanding
Communication Skills Inactive Listening...
Open Questions l Who l What l Where l When l If,....., then... l [Why]