Page 14 - Mini-Module 2
P. 14
Interest-based Negotiation
A
Interactive Axis
0 B
The second style of negotiation is called Interest Based
Negotiation. It is quite different to Positional Negotiation
and does not involve ‘bargaining’. It is a very important
skill for beginning principals to master.
Unlike Positional Negotiation, Interest Based Negotiation
does not begin with an offer or position. Instead it begins
with defining the problem/ needs /issues / interests/
concerns – It does not begin with an offer. Parties educate
each other about their needs and concerns, then jointly
problem solve how to meet these needs for the benefit of
the school. In Interest based negotiation people negotiate
along the Integrative Axis as illustrated above.
14
