Page 16 - Mini-Module 2

Interest-based negotiators begin by focusing on the needs
which must be satisfied in order for a solution to the
problem to be reached. The basis of a school leader’s work
is that negotiation is an opportunity for joint problem
solving rather than an opportunity for one side to “win”.
By focusing on the needs of each party to the negotiation it
is possible that solutions to the problem can be found
which were not apparent to either party in the beginning.
The role of the school principal is NOT to have a ‘win’ over
his or her staff, but to have reached a decision through
collaborative effort.

The objectives of the interest-based negotiator are:

● finding a solution that meets the needs of both
parties to the problem.

● avoidance of compromise.
● exploring possible solutions as opposed to just theirs
or the solutions of the other parties.

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