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Feedback gap

Collaborative negotiation

Collaborative win-win negotiation for mutually beneficial solutions

Chapter 6
Feedback gap p.8
 

I will be asking many questions. When do I follow a collaborative approach and what skills do I need? Are there any guidelines to assist me?
You use a collaborative approach in negotiations when you want to go beyond interests, when you want to explore the other parties’ interests and involve them in generating options before decisions are made. A main objective is to separate the people from the problem and to use objective criteria when making decisions. I will attempt to give direct answers.
 
  Focus on interests, not positions

Negotiations based on position often obscure what you really want. Compromising between positions is unlikely to produce an agreement which will effectively take care of the needs that lead people to adopt those positions.
Regard the other party as a partner in finding a
WIN-WIN solution.
Collaborative to Win-Win Negotiations
 Generate options before deciding

Set aside a designated time within which to identify and generate a wide range of possible solutions that advance shared interests and creatively reconcile differing interests.
Insist that outcomes be based on some objective standard

By identifying criteria rather than what the parties are willing or unwilling to do, neither party needs give in to the other, both can arrive at a fair solution.
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