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Interest Based Bargaining

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Interest Based Bargaining

  1. 1. Interest Based Negotiations Integrative Bargaining Type – Part 1
  2. 2. Assumptions/Beliefs <ul><li>All parties have a right to exist </li></ul><ul><li>All parties have legitimate interests </li></ul><ul><li>Negotiation can enhance relationship </li></ul><ul><li>Solutions are more durable </li></ul><ul><li>Mutual gain is possible </li></ul>
  3. 3. Assumptions/Beliefs <ul><li>Help each other achieve positive results </li></ul><ul><li>Full disclosure of information is useful </li></ul><ul><li>Rely on criteria, not power </li></ul><ul><li>Expand dialog with constituency </li></ul>
  4. 4. Principles <ul><li>Focus on issues </li></ul><ul><li>Focus on underlying interests </li></ul><ul><li>Focus on mutual interests </li></ul><ul><li>Judge options with objective criteria, not power </li></ul><ul><li>Share Information </li></ul>
  5. 5. Steps: The Interest-Based Problem Solving Cycle <ul><li>Select and focus the issue </li></ul><ul><li>Discuss and list interests </li></ul><ul><li>Generate options </li></ul><ul><li>Establish criteria </li></ul><ul><li>Apply the criteria to the options </li></ul><ul><li>Develop the solution </li></ul><ul><li>Reduce the solution to writing </li></ul>
  6. 6. Techniques <ul><li>Brainstorming </li></ul><ul><li>Consensus decision making </li></ul><ul><li>Active Listening </li></ul><ul><li>Feedback </li></ul><ul><li>Member Facilitating </li></ul><ul><li>Open Minded </li></ul>
  7. 7. CONSENSUS DECISION MAKING <ul><li>DEFINITION: A decision which all members of a group can agree upon. The decision may not be everyone’s first choice, but they have heard it and everyone can live with it. </li></ul><ul><li>PROCESS: The group must agree to work together until they find a solution that doesn’t compromise strong convictions or needs. </li></ul>
  8. 8. WHY CONSENSUS DECISION MAKING? <ul><li>BUILDS GROUP UNITY </li></ul><ul><li>MAXIMIZES GROUP INPUT </li></ul><ul><li>ACHIEVES COMMITMENT & SATISFACTION </li></ul><ul><li>IMPROVES RELATIONSHIPS </li></ul>
  9. 9. A Working Definition of Consensus 70% COMFORTABLE 100% COMMITTED

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