Rooted in Mary Parker Follett's integration of interests (Constructive Conflict) and the integrative bargaining of Richard E. Walton and Robert B. McKersie (A Behavioral Theory of Labor Negotiations, 1965), and set out by Roger Fisher and William Ury (Getting to Yes, 1981).
Separates what each side demands from why it wants it, then builds options that serve both sides' underlying interests, chosen by fair standards both accept.
When to reach for it
When a negotiation will shape a lasting relationship, has several issues in play, or stalls on positions that look irreconcilable.
How it runs
- List each position and the interests behind it.
- Anticipate the other side's positions and interests.
- Handle the relationship apart from the substance.
- Generate options that serve both sets of interests.
- Agree on objective standards to choose among them.
Where it sits in SOLVE eX
Go to the source
- Constructive Conflict, a lecture, collected in Dynamic Administration
- A Behavioral Theory of Labor Negotiations, McGraw-Hill, 1965
- Getting to Yes: Negotiating Agreement Without Giving In, Houghton Mifflin, 1981