The Method

The Method

1. Focus on INTERESTS, Not Positions

   • Interests define the problem
     • Most powerful interests = Basic human needs
   • Be hard on the problem, soft on the people
   • How do you identify interests?
     • Ask "Why not?"
     • Ask "Why?"

2. Insist on Using Objective CRITERIA

   • Developing objective criteria
     • Fair standards
     • Fair procedures
   • Negotiating with objective criteria
     • Reason and be open to reason
     • Never yield to pressure

3. Separate the PEOPLE from the Problem

   • Negotiators are people first
   • Perception
     • Put yourself in their shoes
   • Emotion
     • First recognize and understand emotions
   • Two kinds of interests
     • Substance
     • Relationship
   • Communication
     • Listen actively
     • Speak to be understood

4. Invent OPTIONS for Mutual Gain

   • DIAGNOSIS
     • Searching for the single answer
     • Premature judgment
   • PRESCRIPTION
     • Separate inventing from deciding
     • Brainstorm
     • Look for mutual gain
     • Make their decision easy

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