Step 2
Use
the Three C’s
People
often believe that the objective of interest-based negotiation is to reach
agreement on common interests: Each party wants the same result for the same
reasons. This is certaintly possible, but more often the parties reach
agreement by addressing interests that are
complementary: The parties want the same result, but because it
will serve different interests.
“In yhe Tao Te Ching, Lao Tzu tells us,
‘The Journey of 1000 miles begins with the first step.’ This observation can
help us reduce the barrier of conflicting interest that may make agreement seem
imposible. Unless we start, we cannot finish.”
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