Page 15 - Mini-Module 2

For example consider buying an Apartment. Under the
Positional Negotiation system, the negotiation begins with
the Real Estate Agent offering you a price. You than make
your own position (you offer a lower price). … and so forth. In
Interest Based Negotiation, the Real Estate Agent does NOT
begin with a price, but by asking you to describe what you
are looking for and what you want in an Apartment. You also
start – not be offering a $$$ term, but by asking about the
Apartment and about why the owner wants to sell. This may
take some time and include finding out about the property
owner’s interests from other sources, and by exploring other
Apartments on the market to make sure you clearly
understand your own interests. Price is the last thing to be
discussed and then only after each parties interests are well
understood.

Event Comment

Start by discussing Henry begins – not by telling staff he wants them to work until 5.30, but by
people’s interests. calling a meeting to discuss the situation and to find out why the office
Do not start with closes so early. What has happened in the past?
an offer, put offers
aside until later.
Focus on interests Are the staff committed to other activities or do they have personal reasons
not positions. for leaving early? What is their concern?
Deal with people
not problems.
Generate options Working together Henry and the admin staff come up with the plan that the
for mutual gain office will be kept open until 5pm, and that to off set the extra time worked,
that the staff will have an extra day off a month.
Reality testing.
Is the agreement still OK after a cooling off period and is it worth having the
office open until late … do parents use this time to come to the school.

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