I N T E R E S T B A S E D A P P R O A C H

INTEREST-BASED APPROACH to Problem Solving & Decision-making CCSC Thursday, April 19, 2007

Intro/Overview ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Learning Outcomes ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

How is IBA different from positional bargaining? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Point One Separate People from Problem ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Point Two Focus on Interests not Positions ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

More About Interests vs. Positions Feelings, emotions: hurt, anger, sadness; Needs: respect, consideration (NVC bridge) Things you say you will/ will not do: I won’t call you until you call me to apologize Aspirations, future hopes, standards: professional quality, aesthetics, meaningful contribution Terms & Conditions I will not submit this report until I think it is ready Needs, values, concerns: health, safety, on time to school, responsibility Demands: Clean up your room right now! Underlying motivations: organic, locally grown, good wine, open late, ambiance Things you say you want: I want to go to Avanti for dinner tonight! Interests (why) Positions (what)

Story (choose one) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Interactive Exercise: Guess the Interests! Palestine: viable political state Israel: land & water No more settlements in the West Bank! International Mom/Dad: health Kids: fun! I want krispy kremes for dinner Family Buyer: Financial well being Seller: Financial well being I refuse to pay > 10 % commission Business Water District: water supply Fish advocates: sustainable fishery Put more water in this stream! Environment Employees: incentives Management: $ certainty We want bonuses of $1K each quarter Labor Interests Position Context

Point Three: Generating Options ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Point Four: Develop Objective Criteria ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Point Five Evaluation & Decision Making ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Behaviors that Support Consensus ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Strategies for Success: Key Review Points ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

How is IBA different from positional bargaining or problem solving ? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Mini-Negotiation: “Conference w/a Professor” (40 min) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Readings & Resources ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

I N T E R E S T B A S E D A P P R O A C H

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