Interest-based negotiation moves the parties
away from the polarization caused by positional
bargaining. It maximizes the generation of options
— agreements or parts of agreements — to meet
the interests of the parties. Through interest-based
negotiation, the parties jointly seek solutions to the
issues between them; and they are able, thereby, to
prevent the negotiation process from becoming a
contest of wills.
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This program teaches ways to identify interests (both
theirs and the other side’s), to generate options to
meet these interests, to use standards (apart from a
contest of wills) to craft solutions that are legitimate
and fair, and to frame propositions in ways so they
have an optimal opportunity of being agreed to.
Participants walk away with techniques they can use
immediately to become better negotiators.
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