Interest Based Interest Based NegotiationsNegotiations

Integrative Bargaining Type – Part 2Integrative Bargaining Type – Part 2

Interest-Based Interest-Based TermsTerms

IssueIssue = = Topic or subject of Topic or subject of

discussiondiscussion Problem to solveProblem to solve

Interest-BasedInterest-Based TermsTermsIssueIssue

InterestInterest = = a concern or a concern or need behind an issueneed behind an issue

Interest-BasedInterest-Based TermsTerms

IssueIssue InterestInterest

OptionOption = = Possible solution that Possible solution that satisfies interestssatisfies interests

Interest-Based TermsInterest-Based Terms

IssueIssue

InterestInterest

OptionOption

PositionPosition = = one party’s one party’s viewpoint to solving viewpoint to solving the problemthe problem

Interest-Based TermsInterest-Based Terms

IssueIssue

InterestInterest

OptionOption

PositionPosition

CriteriaCriteria = = objective standards to compare objective standards to compare / judge options/ judge options

3 Stage Factor 3 Stage Factor AnalysisAnalysis

Stage 1: The Feasibility FactorStage 1: The Feasibility Factor

Stage 2: The Benefit FactorStage 2: The Benefit Factor

Stage 3: The Acceptability FactorStage 3: The Acceptability Factor

3 Stage Factor 3 Stage Factor AnalysisAnalysis

Stage 1:Stage 1:

The Feasibility FactorThe Feasibility Factor

Is the option capable of being done or Is the option capable of being done or carried out?carried out?

3 Stage Factor 3 Stage Factor AnalysisAnalysis

Stage 2:Stage 2:

The Benefit FactorThe Benefit Factor

Does the option satisfy important interests?Does the option satisfy important interests?

oror Does the option harm any important Does the option harm any important

interests?interests?

3 Stage Factor 3 Stage Factor AnalysisAnalysis

Stage 3:Stage 3:

The Acceptability FactorThe Acceptability Factor

Will the option be received favorably by Will the option be received favorably by the constituents of all parties?the constituents of all parties?

If not,If not, Can it be modified to make it acceptable?Can it be modified to make it acceptable?

BATNABATNA

What If We Can’t What If We Can’t Reach Agreement?Reach Agreement?

Best Alternative To A Negotiated AgreementBest Alternative To A Negotiated Agreement