Creating options for mutual gain

1. Presentation by Ashley Becker & Dana Ford Creating options for mutual gain

2. Interests, Issues, and Positions • Interest: what is important to an individual • Issue: a point of contention between two parties • Position: a stance taken on an issue

3. Mutual Gain based on Interests • “Principled” or “problem solving” negotiation approach: • “the object of a negotiation is to satisfy the underlying interests.” • Intrinsic and Instrumental Interests • Process, Relationship, and Principles * *Carrie Menkel-Meadow, et. al., Negotiation: Processes for Problem Solving 39-42 Aspen Publishers (2006).

4. Tying Interests to Issues • Explicit and Underlying Issues: • Henry wants the Aquitaine for John Underlying issues: -Henry wants John to be king - He also has complicated feelings for Eleanor • Eleanor wants Richard to marry into Alais’ dowry Under lying issue: -Eleanor wants to anger Henry in whatever way possible -Eleanor still loves Henry and wants Alais’ away from him

5. Taking a Position for Mutual Gain • Interests v. Positions • “Positions are what disputants declare they want.”* • “Interests...are the silent movers behind the hubbub of positions...needs, desires, concerns, and fears that underlie stated positions.” * • *Carrie Menkel-Meadow, et. al., Negotiation: Processes for Problem Solving 139 Aspen Publishers (2006).

6. Henry and Eleanor • Henry takes many positions while appealing to Elearnor’s underlying interests and Eleanor counters back

7. The Lion in Winter