Intro to IBN
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Transcript of Intro to IBN
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I.B.NInterest Based Negotiations
Interest- based negotiation theory and practice was developed by Professors
Fisher, Ury, and Patton of the Harvard Program on Negotiations.
Getting to Yes
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Interests Vs Positions
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Interests Vs Positions
There was once only one
orange left in a kitchen and twoprominent chefs were fighting
over it.
"I need that orange !"
"Yes, but I need that orange aswell !"
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Interests Vs Positions
Time was running out and they both needed an
orange to finish their particular recipes for thePresident's dinner.
They decided on a compromise: they grabbed
one of the large kitchen knives that was lying
around, split the orange in half, and each went
to his corner to finish preparing his meal.
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Interests Vs Positions
One chef squeezed the juice from the orange
and poured it into the special sauce he was
making. It wasn't quite enough, but it would
have to do. The other grated the peel and
stirred the scrapings into the batter for his
famous cake.
He too didn't have as much as he would have
liked, but given the situation, what else could
he have done ?
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Position-Based Negotiation
Focuses on pre-determined solutions
Attacks the opposing parties positions
Produces unsatisfactory agreements
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Position-Based Negotiation
Negotiators lock themselves in
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Position-Based Negotiation
Negotiators lock themselves in
Becomes a contest of will
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Position-Based Negotiation
Negotiators lock themselves in
Becomes a contest of will
Can lead to conflict
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An alternative
Positions often lead to conflict and dead ends.
We want to avoid conflict and dead ends
Interestsare the motivator, the why
Positionsis how they are expressed
The challenge is to look beyond the position, recognise the interest, andexplore how it can be addressed
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The alternative
Positions Position is THE
pathway
Interests Pathway a.
Pathway b.
Pathway c.
Pathway d.
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pathway
Pathway a.
Pathway b.
Pathway c.
Pathway d.
Acceptable for both!
A position identifiesonly one pathway
forward
An interest usually
identifies several
pathways forward
A pathway in
common is the
solution
Good for
ONE party
Good for the
other party
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Interest-Based Negotiation (IBN)
Focuses on all parties:
Individual needs
Organizational needs
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The Five Basic Elements of IBN
1. People (parties) - Including governments, corporations, NGOs, sub-groups, and
the individual people/personalities/representatives of those groups.
2. Interests - The motivation behind positions
3. Options to satisfy interests Possible solutions
4. Objective criteria Applying fair standards
5. Develop your BATNA Best Alternative to a Negotiated Agreement
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1. Separate the People from the Problem
People (Parties)
People and problems get entangled by:
Perceptions
Emotions
Communications
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2. Focus On Interests not positions
Positions
Involve aPredeterminedsolution
Requirejustification(defense)
End discussions
Interests
ExamineWhy asolution is preferred
Require explanation(reason)
Start discussions
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2. How to identify their interests
Use language to find out their interests
Can you help me
understand whythats important to
you
Can you explain how
that achieves whatyou need
I dont understand
how that will work,
can you explain it to
me
Let me see if I
understand. You
want that
because (you
state in your
words)
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2. How to identify their interests
Communicate your interests
Were open to
doing this in anynumber of ways
that achieves
(your interest
not your
position)
What we need to
achieve is (your
interestnot your
position)
Whats
important to
us is(your
interest
not your
position)
Can you think of any
ways, without downside
for you, in which we can
(your interest not
your position)
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3. Invent Options for Mutual Gain
Recognize there can be more than 1option
Expand the pie thru Brainstorming
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3. Invent Options for Mutual Gain
What if we
did ?
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3. Invent Options for Mutual Gain
What if we
did ?YES
Move forward
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3. Invent Options for Mutual Gain
What if we
did ?NO
Why wont
it work?
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3. Invent Options for Mutual Gain
Ask others
Brainstorm with the other parties
Look for mutual benefits
Identify differences in interests, time, belief
etc Create Options
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4. Objective Criteria (Mutually AcceptableCriteria)
Others in the industry do
The last time this happenedwe
The standard contract says
What is customary
Precedent
Law
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5. BATNA
Best Alternative to a Negotiated Agreement (Walk Away Position)
Consider what you will do if an agreement is NOT reached
Is Activated when Alternatives are OUTSIDE the negotiation
Must be real and concrete
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The IBN Process - Summary
1-Separate the
people from
the problem
2-Focus on
interests
not positions
3-Create options
for mutual gain
4-Define
objective
criteria
5-Develop
your
BATNA
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Vacation Problem
WifeI want a vacation in Las
Vegas
HusbandI want a vacation at the
beach
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Vacation Problem
WifeI want a vacation in Las
Vegas
HusbandI want a vacation at the
beach