Focus on Interests, Not positions Invent Options Mutual Gain Presented by KEOBOUNSAN Somsanouk KHEIR Eiman Salaheldin KAMAHORO Rosine Marie International Negotiations Strategy - Theory and Practice

Focus on Interests, Not positions “Expand the pie before dividing it”

Interests motivate positions Needs, fears, desires, concerns Interests Position(s)

Types of Interests Shared interest Compatible interests Conflicting interests

How to identify interests? Why? - Understand their position Why not? - Identify underlying interests Multiple interests Most powerful interests are human needs ASK!!

Using interests to solve problems Make your interests known Acknowledge other party’s interest Put the problem before the answer Be concrete but flexible Hard on the problem, Soft on the people

Invent Options for Mutual Gain “Expand the pie before dividing it”

Is there really only one option? Obstacles: Premature Judgment Searching for the single answer The assumption of fixed pie “Solving their problem is their problem”

Generating Creative Solutions Separate the creative act from the critical one: Invent first, Decide Later. Broaden Your Options Search for mutual gains Make their decision easy.

Invent First ,Decide Later Brainstorming: Innovative Solutions Flow of Ideas No Criticism Invent First ,Decide Later

Broaden your options Theory Real World Circle Chart Step II : Analysis Diagnose the Problem: Sort symptoms into categories. Suggest causes. Observe what is lacking. Note barriers to resolve the problem. Step III: Approaches What are the possible strategies or prescriptions? What are some theoretical cures? Generate broad ideas about what might be done. Step IV: Action Ideas What might be done? What specific steps might be taken to deal with the problem? Step I: Problem What’s wrong? What are current symptoms? What are disliked facts contrasted with a preferred situation? Theory This illustrates 4 types of thinking about the problem: Factual Situation Descriptive analysis What can be done Action ideas, specific feasible suggestions for actions Real World

Generate constructive solutions Look at the problem though the eyes of different experts Invent agreements of different strength Change the scope of a proposed agreement:

Mutual Gain Focus on possibility of : Expand the pie Focus on possibility of : Mutually advantageous relationship Satisfying interests of both sides with a creative solution

Cont.. How? Look for: Shared Interest, Differing interests to dovetail Seek to make their decision easier

Shared Interest Lie hidden in every negotiation Are opportunities Stressing your shared interest result in smoother and amicable outcome

Dovetailing Differences can create the problem but can also be the basis of a solution How to reach a solution? Think of the differences then think of how those different interests dovetail

Cont… Differences which are best solved with dovetailing.. Interests Beliefs Time Value Forecasts Aversion to risk Ask for their preferences Invent several options all equally acceptable to you.

Make their decision easy “Solving their problem is their problem” Generate options →Change their Mind→ In a way satisfactory to you. How? Multiple versions Make it attractive Implementable

Cont… Understand their position (consequences and criticism) For better option generation and easier decision making: Understand their position (consequences and criticism) Refrain from threatening Draft yes-able offers

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