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Interest Based Bargaining Robert A. Kubiak Executive Director Trumbull County Children Services Board. Interest Based Bargaining. A method of principled negotiations that is “hard” on the merits and “soft” on the people. Why Use Interest Based Bargaining?.
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Robert A. Kubiak
Trumbull County Children Services Board
A method of principled negotiations that is “hard” on the merits and “soft” on the people.
1. Focus on the issues not the personalities
2. Focus on interests not on positions
3. Create options to satisfy the interests
4. Evaluate the options with standards, not power and leverage
1. Bargaining enhances the parties’ relationship
2. Both parties can win in bargaining
3. Both parties should help each other win
4. Open and frank discussion expands the areas of mutual interests, and this in turn expands the options available to the parties
5. Mutually developed standards for evaluating options can move decision-making away from a reliance on power
“Seek first to understand, then to be understood.”
C Concentrate: focus on the substance
O Observe: body language
R Respond: communicate understanding
R Reflect: paraphrase or repeat
E Elicit: ask questions
C Control: your interruptions
T Take initiative: to listen first
The free, uninhibited generation
A group reaches consensus when all members agree upon a single alternative.
In consensus, each group member can honestly say:
“I believe that you understand my point of view and that I understand yours. Whether or not I prefer this decision, I support it because it was reached fairly and openly, and it is the best solution for us at this time”
When you, as an individual, are 70% comfortable that you can support the group’s decision 100%, then you are in consensus.
The party raising the issue needs to:
Good solutions come from a good understanding of the issue
Ask yourself :
“What do you believe caused the problem to exist?”
“What has resulted from the problem existing?”
The purpose of negotiating is to satisfy your interests
Through the synergistic process of brainstorming, options are created to address the interests
The parties need to agree on a set of factors which they will use to judge the options.