Negotiation: Interests, issues, positions

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Event date: 
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?.