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Positions vs. Interests in Negotiating Agreements

Positions vs. Interests in Negotiating Agreements. POLR Negotiated Rulemaking October 2006. What is a “position”?. Position - a statement about what you want to happen. One solution to a problem. Examples: You should get rid of your dog. The church definitely should buy a new organ.

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Positions vs. Interests in Negotiating Agreements

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  1. Positions vs. Interestsin Negotiating Agreements POLR Negotiated Rulemaking October 2006

  2. What is a “position”? • Position - a statement about what you want to happen. One solution to a problem. • Examples: • You should get rid of your dog. • The church definitely should buy a new organ. • You have to be home by 10 pm.

  3. What is an “interest”? • Interest – the need or needs underlying a position • Example 1: • Position: You should get rid of your dog. • Underlying interest: I need to get more sleep but your barking dog makes that difficult. (I work night shifts and sleep during the day.) • Example 2: • Position: The church definitely should buy a new organ. • Underlying interests: • We’re afraid that we won’t have enough money to keep fixing our old organ, which keeps breaking down. • Good organ music is something we like and want to keep.

  4. Why think about “interests”? • Interests express the underlying needs • Knowing these needs makes it much easier to identify various possible solutions

  5. Knowing interests helps open the dialog to more potential solutions Possible Solutions Get rid of the dog (original position) Interest I need to get more sleep but your barking dog makes that difficult Keep the dog indoors at identified times Move the dog’s pen to the other side of the yard Make an effort to train the dog

  6. To help move a discussion: • Listen for interests in the dialog. • Explore for unvoiced interests through open-ended questions, such as: • Why do you want your neighbor to get rid of the dog? • What about this situation bothers you? • Could you please explain in more depth what you are trying to accomplish? • Try to listen to these interests with an open mind.

  7. What does a successful interest-based negotiation look like? • Parties have an understanding of each others’ interests. • Parties explore various options that address the interests of the various participants. • Parties find the combination of options that addresses the expressed interests to an acceptable degree for the group as a whole.

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