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Presentatie art of negotiations 25-11-2010
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Transcript of Presentatie art of negotiations 25-11-2010
11-04-23 1Boon, Heier, Verbakel
Moviemoment - Sink
Moviemoment
Positions & Interests
Jeroen BoonVera Heier
Joost Verbakel
Content
1. Exercise: Identifying / Communicating an interest
2. Basics about Interests
3. Exercise: Identifying the interest‘s purpose
4. Basics about Positions
5. Exercise: Announcing your position
6. Relationship between Interests and Positions
7. Problems with Positions and how to overcome them
8. Wrap Up
11-04-23 3Boon, Heier, Verbakel
Group Exercise
11-04-23 Boon, Heier, Verbakel 4
Identifying / Communicating an interest
Exercise 1
• Write down the characteristics of your fruit
• Discuss your interests: - Without naming your fruit (Try naming characteristics)
You are 4 siblings! (every group is one member of the joly Dutch family)
Interests
• Interests are considered to be the motivating factor(s) and underlying
reasons behind the ‘position’ adopted by a negotiating party
• Interests often entail some combination of
– economic, security, recognition, control issues or
– desires, concerns, aims, goals
of a negotiating party in a negotiation process
What You Really Want
11-04-23 6Boon, Heier, Verbakel
Interests
11-04-23 Boon, Heier, Verbakel 7
Substance Relationship
INTERESTS
Every negotiator has two interests
Substance & Relationship
11-04-23 8Boon, Heier, Verbakel
Group Exercise
11-04-23 Boon, Heier, Verbakel 9
Identifying the interest‘s purpose
Excercise 2
• Decide on a position (in your group)– Keep your interest in mind!
• Try to reach your interest (discussion)
Rules:No Bargaining!
Don’t endangour your relationship with your joly Dutch family.No voting
Positions
• Positions are the official defined stance or standpoint which will be
strongly defended by a negotiator
• A position is usually determined by the interests of a negotiating party in
the negotiation process
• A position is often defined in the contract that a party puts forward or is
proposing to their counterpart
What You Say You Want
11-04-23 11Boon, Heier, Verbakel
MovieMoment
Positions
11-04-23 Boon, Heier, Verbakel 13
Substance Relationship
Position 1 Position 2
Reasons Reasons
INTERESTS
Group Exercise
11-04-23 Boon, Heier, Verbakel 14
Announcing your position
Excercise 3
• Decide on a new position
• Try to reach an agreement (discussion)
Rules:No Bargaining!
Don’t endangour your relationship with your joly Dutch family.No voting
Relationship between Interests and Positions
11-04-23 Boon, Heier, Verbakel 16
Substance Relationship
Position 1 Position 2
Reasons Reasons
INTERESTS
Problems with Positions
11-04-23 Boon, Heier, Verbakel 17
Substance Relationship
Position 1 Position 2
Reasons Reasons
INTERESTS
Result
Problems with Positions
Don’t Bargain Over Positions!
• Arguing over positions produces unwise agreements
• Arguing over positions is inefficient
• Arguing over positions endangers an ongoing relationship
• When there are many parties, positional bargaining is even worse
• Being nice is no answer
11-04-23 Boon, Heier, Verbakel 18
How to overcome these problems
11-04-23 Boon, Heier, Verbakel 19
1. Separate the people from the problem
2. For a wise solution reconcile interest, not positions
3. Identify the others party’s interests by talking about it
4. Find an alternative (BATNA)
5. Define and know all the characteristics of yours and others interests
Lessons Learned
• What is the difference between interest and positioning?
• What are possible problems with positions?
• How can you deal with the problems?
• What did you learn from the exercises?
Negotiation is often about positions,
yet managing interests can be more effective
11-04-23 Boon, Heier, Verbakel 20
MovieMoment
11-04-23 Boon, Heier, Verbakel 22
Thank you for listening & participating