Conflict Resolution: Interest Based Bargaining

This material was provided to myself when studying on the Rotary Peace and Conflict Studies Program, Chulalongkorn University, Bangkok, Thailand. It was provided by Jan Sunoo, a professional US mediator.

Just imagine if this was mandatory in all schools and organisations. We would be able to hear others voices, deal with disputation and develop solutions that generate a win/win.

This is how we evolve community over self interest. This is the meaning of comm-unity

Interest-Based Bargaining/Problem Solving

Interest-Based Bargaining is also called:

• Win-Win
• Integrative
• Collaborative
• Best Practice
• Mutual Gain

Interest-Based Bargaining is based on P.A.S.T.:

• Principles
• Assumptions
• Steps
• Techniques…which trained problem solvers use to achieve positive results for both parties.

Interest-Based Bargaining

PRINCIPLES

• Focus on issues, not personalities
• Focus on interests, not positions
• Create opinions to satisfy both mutual and seperate interests
• Evaluate options with standards, not power
• Focus on the present, not the past

Interest-Based Bargaining

ASSUMPTIONS

• Problem-solving enhances relationships
• Both parties can win
• Parties should help each other win
• Open discussion expands mutual interests and options
• Standards can replace power in solving problems

Interest-Based Bargaining

STEPS

• Prepare for IBPS
• Identify issues
• Identify interests
• Develop options
• Develop standards
• Judge options with standards
• Achieve IBPS solution

Interest-Based Bargaining Techniques

TECHNIQUES

• Identification and Expression of Interests
• Brainstorming
• Ideas on a Flipchart
• Consensus Building
• Active Listening

Interest-Based Bargaining

Definitions

• Issue – subject of problem-solving
• Position – one party’s solution to the issue
• Interests – one party’s concern about issue
• Options – solutions that can satisfy interest
• Standards – criteria to evaluate options

Conflict in East Timor

Positions vs. Interests

Example of Problem: Who gets the orange?

POSITIONS
Juan – “I want it!”
Juana – “I have to get it!”
Tomás – “I need it now!”
Jose – “Give it to me now!”
Jorge- “It’s mine!)

INTERESTS
Juan- juice
Juana – seeds
Tomás – pulp
Jose – peel
Jorge – To Juggle

Traditional Conflict Resolution…

…focuses on limited pie

Limited Pie Implications

Yours Mine

Every slice that I get is one less for you.
What I win, you lose.

IBB Attempts to Expand…

• By helping each other
• By sharing interest information
• Discovering differing values
• Creating many options

Traditional

• Issues
• Positions
• Arguments
• Power/Compromise
• Settle/Win-Lose

Interest-Based

• Issues
• Interests
• Options
• Standards
• Settle/Win-Win

Interest-Based Bargaining PROCESS

1. ISSUE
(What is the problem?)

2. INTERESTS
(Why is there a problem?)

3. OPTIONS
(How might we solve it?)

4. STANDARDS
(How can we evaluate the options ?)

5. JUDGE OPTIONS WITH STANDARDS

GROUP PROCESS TECHNIQUE

a. Identify the Issue
b. Discussion/Info Sharing
c. Consensus/Agreement on the Issue
a. Identify Interests Separate/Mutual
b. Discussion/Info Sharing
c. Consensus about Mutual Interests
a. Brainstorming
a. Discussion and Consensus about Standards
a. Discussion and Consensus about which Options
to use

Memorialize the Solutions in Writing

Exercises to Distinguish Positions from Interests

From Positions to Interests

Positions

• Focus on a particular issue
• Make a demand
• Challenging Statements
• Begin conflicts before clearly defining the problem

Interests

• Focus on the problem
• Articulate a variety of needs
• Don’t make any evaluations
• Establish a common climate and language for discussion.
• So that the true problem can be discussed, understood, and negotiated

We Can Do Interest-Based Bargaining By…

• Not taking positions and not focusing on personalities
• Describing our interests on each issue and listening for the other side’s interests
• By using overlapping interests to find mutual gain
• By helping each other satisfy our interests
• By replacing power and intimidation in decisionmaking with mutually-developed standards
• Building consensus that links standards and options to reach interest-based decisions.