4 Tutorials that teach Interest-Based Negotiation
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Interest-Based Negotiation

Interest-Based Negotiation

Author: Craig Coletta

At the end of this tutorial, the learner will understand that bargaining from interests rather than positions can lead to more satisfactory and quicker outcomes than positional bargaining.

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Terms to Know
  • Interest

    An action, belief, or physical item that a party perceives as important or essential to his/her satisfaction or happiness.

  • Interest Based Negotiation

    A form of negotiation in which parties interests rather than positions are focused on in an effort to get all interests fully met.

  • Position

    A particular way of getting an interest met, but not necessarily the ONLY way of getting that interest met.

  • Unexpressed Interest

    A party's interest in a conflict which has not been stated or explained to anyone other than the party holding the interest.