Interest- Based Negotiation (IBN) continued

We started a discussion on Interest-Based Negotiation and we mentioned some seven elements of it. Today we begin the first of a series of discussions on the elements of IBN. We start with INTERESTS.
We hope that the interval between the last post on IBN and this post is good enough to help us adjust to the subject matter.

INTERESTS
Negotiating based on interests has many positive attributes to it.
But what does 'interests' mean? Could it be any of the following?
* I want him to pay me
*I want the radio to stop being so loud
*I want my money back

The above are positions- not interests.
They are what you want to accomplish. Note that to create a greater chance of a mutually beneficial agreement, negotiate on interests and not positions.
When you negotiate on positions, both sides have a tendency to dig their heels in, get stuck in their thoughts, spend most of the negotiation defending their position and attacking the others.

Interest Based Negotiation (IBN) on the other hand creates more of a collaborative environment and expands your options.
By doing this, it creates a both-gain opportunity compared to the combative me versus you which creates a both-lose or a win-lose situation.

Using the above listed examples of positions, possible interests behind them could include:
*I feel like I was cheated and disrespected
*I need my rest, I go to bed early because I work the early shift
*I paid for a service that I feel I did not get and I am frustrated
Your interests represent your needs, hopes and concerns.

After knowing your interests, you have to figure out the other party's interests too in order for the negotiation to get a successful outcome with an agreement that is beneficial to both parties.

Figuring out their interests provides you with many benefits.
It prepares you on how they may or may not respond to your needs.
Also, knowing their interests helps you find out what their alternatives are.

In our next discussion, we will take a look at ALTERNATIVES. Till then, adieus.


Saeed Musah-Khaleepha
+233(0)208121764
rafani@email.com / raafani@gmail.com