Finding Win-Win Solutions
Approaches:
Position-based: Focus on demands, leads to compromise.
Interest-based: Focus on needs, leads to creative win-wins.
Harvard Framework:
- Separate people from problem
- Focus on interests, not positions
- Generate options for mutual gain
- Use objective criteria
Uncover Interests:
- Ask 'why' and 'what’s important?'
- Listen for needs (autonomy, respect, fairness)
Creating Value:
- Trade across issues
- Use timeframes creatively
- Bundle agreements
Thomas-Kilmann Styles:
- Competing
- Accommodating
- Avoiding
- Compromising
- Collaborating
Practical Tactics:
- Make strategic first offer
- Ask before telling
- Use silence
- Package offers