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Let me share with you a group of slides that outlines the <br />differences between interest based negotiation and positional <br />bargaining. They come from CDR Associates out of Boulder. CDR <br />Associates trains facilitators—they are the group from whom I <br />received my training. In addition, they do amazing work all over <br />the world, like currently as far as Sri Lanka and here in Colorado. <br />(Chris Moore and Diane Tate from CDR have been facilitating the <br />IBCC charter work.) <br />Here’s their outline of the differences between interest based <br />negotiation and positional bargaining. <br />Attitudes of Positional Debate: <br />The pie is limited; my goal is to get the biggest piece <br />A win for me is a loss for you <br />We are opponents <br />There is one right solution—mine <br />I must stay on the offensive <br />A concession is a sign of weakness <br />Attitudes of Interest Based Dialogue: <br />The pie is not limited; we can expand it <br />The goal = win/win <br />We are cooperative problem solvers <br />There are probably several satisfactory solutions <br />The relationship between us is important <br />Let’s go through the steps of interest based dialogue or <br />negotiation The first step is: <br /> <br />Identifying Interests. <br />We list all the interests that lie behind or underneath our <br />positions. We catalog them: Which ones are in common? Which are <br />