Page 17 - Mini-Module 2
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The pros & cons of Interest Based Negotiation:
Positives:
● Incremental steps along the integrative axis increases
the chance of both parties getting a satisfactory
agreement.
● Allows the parties to focus on emotions rather than
restricting them to being totally rational.
● Forces the parties to think about what would make
the others happy.
● Forces the parties to think about the future
relationship.
Negatives:
In some negotiations one party (or both) may actually want
to inflict punishment on the other. Interest Based Negotia-
tion means getting ‘personal’ and may be ‘messy’ in that it
deals with emotional issues.
The following diagram illustrates the difference between In-
terest Based and Position Based Negotiation.
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