Role #3 Your mother says, “Go to the store and bring me an orange. Family is coming over tomorrow, I’m going to peel the orange and cut up the pulp for a fruit salad. Bring me an orange or you’ll be in trouble.”
Role #4 Your mother says, “Go to the store, bring me an orange. Family is coming over tomorrow. I’m going to peel the orange and grate the peel to flavor some orange bread I’m making. Bring me an orange or you’re in trouble.”
Shared Interests – valued alike An 800 phone number for workers’ rights. Better enforcement against companies without work comp. Informal dispute resolution method. Higher contribution from unsafe businesses.
Tools for Mutual Gain Interests before positions Priorities traded across differences Fair process norms Objective criteria Trust through authentic communication
Conflicting Interests Definition: –Valued alike, in opposition (money is the most common Strategy –Use objective criteria to insure fair results
Complementary Interests Definition: –Elements valued differently –Need at least two to link Strategy –discover, link, maximize
Shared Interests Definition: –Valued alike, good for both Strategy –Discover, maximize –No need to link
Talk late Debate often Start with solutions Start with positions Narrow options Talk early Talk often Start with problem Start with interests Generate options
Invent, then evaluate Stakeholders interact Neutral process manager Search for standards What can you live with? Constant evaluation Stakeholders do not Partisan process manager Search for votes What do you want?
Problem Solving Negotiation “Good luck and good negotiating.” Dave Landis email@example.com
Focus on Interests before Positions Interests = underlying motivations –The answer to “why?” Positions = “yes or no” options –The answer to “how much?” Focusing on interests induces problem solving because they are flexible and create satisfaction.
Invent Options for Mutual Gain Brainstorm method of advancing parties’ interests Invent first, then decide Link differences, priorities Maximize shared interests
Use Objective Criteria Learn marketplace Frame dispute as a joint search for fair standards Adjust standards for unique circumstances Open with an offer you can justify
Separate People from the Problem Be unconditionally cooperative on process –Good listening –Fair characterizations –Symbolic gestures
Separate Problem from the People Be firm on fair outcomes –Trade cooperation –Reason, be open to reason –Results need a fair, reasonable basis