Bruce Patton is a co-author of “Getting to Yes: Negotiating Agreements Without Giving In”. Mr. Patton describes the typical negotiation as follows: strong demand, counter-claim, and concession. The agreement involves, often enough, splitting the difference. If there is no agreement, there is an impasse. The alternative is the model we know as Win-Win. The model instead provides the following:
-A problem-solving atmosphere where options are brainstormed;
-No demands or threats; and
-A mutual exploration of interests of all. This includes needs, hopes, and concerns.
Which model sounds better to you?
POSITIONS V. INTERESTS/Martin Rosenfeld