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Interest‐based Negotiation

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Interactive Axis

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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 middle‐leaders 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.
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.

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