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Interest based bargaining. To bargain
based on interests, the parties must (1) consider and understand their own
interests, (2) disclose them and (3) listen to and understand the other
parties' interests.
What are your own interests? What
are your parties’ real interests in this negotiation? What are your real
goals? How do you measure success? What are your success criteria? Do we
know which issues are most important to us? Least important? Have we
reconsidered our goals recently? Are they current or out of date?
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Three levels of interests. In
assessing your interests, I suggest that you consider three levels of
interests (and be prepared to discuss them as fully as you comfortably
can).
Level 1: What are your interests as they
relate to this dispute?
Level 2: What are your interests as they
relate to this relationship? (end it, continue it, improve it, etc)
Level 3: What are your longer range
and longer term interests outside of this dispute and this
relationship? Where are you going? What is needed to get
there?
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