1. 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

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

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

4. Types of Interests Shared interest Compatible interests
Conflicting interests

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

6. 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

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

8. 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”

9. 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.

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

11. 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

12. 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:

13. 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

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

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

16. 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

17. 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.

18. 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

19. 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

20. Thank you!