Fisher and Ury: negotiating by interests
An argument over positions has no end. The question "why do you need that?" has one.
'We need room 305 on Thursday' is a position. 'We need a room for sixty people with a projector, in the evening' is an interest — and agreement is only possible in the second sentence.
- The situation
A meeting about the conference date turns into a fight: half the team wants February, half wants April.
- What the model says
This is a clash of positions. The question 'why does that timing matter to you?' opens the interests — one cares about the intake of first-years, another about exams — and a third option nobody proposed usually appears.
- What you do
In this meeting ban dates for ten minutes and write down only the answers to 'why does that timing matter to you'.
What it claims
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Who created it
Why this is your problem
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Source
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The primary source is in copyright. This page retells it in our own words and cites it rather than reproducing it.
These works are related to the one you just read — and not by accident:
shared competencies: Rhetoric, Mobilising others
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shared competencies: Mobilising others, Economics of the organisation
shared competencies: Rhetoric, Mobilising others
Of the ten gslk competency domains, this work grounds:
The same work written for a member: what to do with it in the club.
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