intro to ibn

8/2/2019 Intro to IBN

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I.B.NInterest Based Negotiations

Interest- based negotiation theory and practice was developed by Professors

Fisher, Ury, and Patton of the Harvard Program on Negotiations.

Getting to Yes


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Interests Vs Positions


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There was once only one

orange left in a kitchen and twoprominent chefs were fighting

over it.

"I need that orange !"

"Yes, but I need that orange aswell !"


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Time was running out and they both needed an

orange to finish their particular recipes for thePresident's dinner.

They decided on a compromise: they grabbed

one of the large kitchen knives that was lying

around, split the orange in half, and each went

to his corner to finish preparing his meal.


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One chef squeezed the juice from the orange

and poured it into the special sauce he was

making. It wasn't quite enough, but it would

have to do. The other grated the peel and

stirred the scrapings into the batter for his

famous cake.

He too didn't have as much as he would have

liked, but given the situation, what else could

he have done ?


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Position-Based Negotiation

Focuses on pre-determined solutions

Attacks the opposing parties positions

Produces unsatisfactory agreements


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Negotiators lock themselves in


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Becomes a contest of will


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Becomes a contest of will

Can lead to conflict


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An alternative

Positions often lead to conflict and dead ends.

We want to avoid conflict and dead ends

Interestsare the motivator, the why

Positionsis how they are expressed

The challenge is to look beyond the position, recognise the interest, andexplore how it can be addressed


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The alternative

Positions Position is THE

pathway

Interests Pathway a.

Pathway b.

Pathway c.

Pathway d.


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pathway

Pathway a.

Pathway b.

Pathway c.

Pathway d.

Acceptable for both!

A position identifiesonly one pathway

forward

An interest usually

identifies several

pathways forward

A pathway in

common is the

solution

Good for

ONE party

Good for the

other party


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Interest-Based Negotiation (IBN)

Focuses on all parties:

Individual needs

Organizational needs


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The Five Basic Elements of IBN

1. People (parties) - Including governments, corporations, NGOs, sub-groups, and

the individual people/personalities/representatives of those groups.

2. Interests - The motivation behind positions

3. Options to satisfy interests Possible solutions

4. Objective criteria Applying fair standards

5. Develop your BATNA Best Alternative to a Negotiated Agreement


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1. Separate the People from the Problem

People (Parties)

People and problems get entangled by:

Perceptions

Emotions

Communications


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2. Focus On Interests not positions

Positions

Involve aPredeterminedsolution

Requirejustification(defense)

End discussions

Interests

ExamineWhy asolution is preferred

Require explanation(reason)

Start discussions


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2. How to identify their interests

Use language to find out their interests

Can you help me

understand whythats important to

you

Can you explain how

that achieves whatyou need

I dont understand

how that will work,

can you explain it to

me

Let me see if I

understand. You

want that

because (you

state in your

words)


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2. How to identify their interests

Communicate your interests

Were open to

doing this in anynumber of ways

that achieves

(your interest

not your

position)

What we need to

achieve is (your

interestnot your

position)

Whats

important to

us is(your

interest

not your

position)

Can you think of any

ways, without downside

for you, in which we can

(your interest not

your position)


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3. Invent Options for Mutual Gain

Recognize there can be more than 1option

Expand the pie thru Brainstorming


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What if we

did ?


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What if we

did ?YES

Move forward


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What if we

did ?NO

Why wont

it work?


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Ask others

Brainstorm with the other parties

Look for mutual benefits

Identify differences in interests, time, belief

etc Create Options


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4. Objective Criteria (Mutually AcceptableCriteria)

Others in the industry do

The last time this happenedwe

The standard contract says

What is customary

Precedent

Law


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5. BATNA

Best Alternative to a Negotiated Agreement (Walk Away Position)

Consider what you will do if an agreement is NOT reached

Is Activated when Alternatives are OUTSIDE the negotiation

Must be real and concrete


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The IBN Process - Summary

1-Separate the

people from

the problem

2-Focus on

interests

not positions

3-Create options

for mutual gain

4-Define

objective

criteria

5-Develop

your

BATNA


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Vacation Problem

WifeI want a vacation in Las

Vegas

HusbandI want a vacation at the

beach


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Vacation Problem

WifeI want a vacation in Las

Vegas

HusbandI want a vacation at the

beach

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