Negotiation: Interests, Issues, Positions

Printer-friendly version
Event date: 
Monday, June 4, 2018 - 15:00
Name of Organization:

This course is available via 45 minute long webinar with live chat for $35 plus HST at the date and time shown, and other dates and times. You must register at least two days before the live webinar start time.

The course is also available via free on demand 29 minute long pre-recorded podcast or video.Topics:

  • 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?.