Negotiation: Interests, issues, positions
Thursday, February 8, 2018 - 15:00
Name of Organization:
Online via live webinar or on-demand podcast
This course is available via free on demand 29-minute podcast and video. It is also available via live 45-minute webinar at the time and date shown, and other times and dates, for $35 plus HST.
- What are issues in negotiations?
- What are positions in negotiations?
- What are interests in negotiations?
- What are the relationships between issues, positions, and interests in negotiations?
- How is using the issues, positions, interests framework helpful for negotiators?
- Issue identification is useful for agenda development.
- Position identification is useful for making comparisons between possible positions.
- Interest or motive identification is helpful for making comparisons between possible positions.
- Could more than one position be proposed for a single issue?
- The identification of a common currency when comparing dissimilar items.
- What might ponies and jerseys have in common?
- Should agreement be reached on individual issues before agreement is reached on all issues?
- How are interests both causes of negotiations and used to measure negotiations?
- Using common measurements to assess interests and positions.
- Considering multiple issues to be related by interests.
- Understanding negotiations as involving series of questions.
- Use of issue checklists
- Use of interest based issue identification.
- Use of time limited proposals to eliminate some issues.
- Elaborate positions as involving multiple questions and answers.
- Presentation of elaborate positions.
- Initial proposals involving multiple issues in conventional negotiations.
- Issue identification in novel negotiations.
- Whether to seek agreement on positions on particular issues one at a time or to seek agreement on an entire package after identifying all of the relevant issues.
- Issue separation and linking.
- Commitment timing and conditional commitment.
- Interests as cause of, and in preparation for, negotiation.
- Appeal to interests when proposed positions unacceptable.
- Compatible interests as satisfiable by several positions.
- Inquiry to identify unidentified positions satisfying compatible interests.
- The possibility of incompatible interests.
- Unsatisfying agreements.
- The possibility of agreement when one side perceives that the other side did better.
- Agreement as consequence of unattractive alternatives.
- The use of the question, why?, for interest identification.
- Limits to asking, why?.