Focus on common interest.
The Interest-Based Approach focuses on common interests.
The “Interest-Based Approach” is often used in negotiation, conflict resolution, and collaborative problem-solving. It focuses on identifying and addressing the underlying interests of all parties involved rather than just their stated positions. This approach fosters mutual understanding and helps find more satisfying and sustainable solutions for everyone involved. Here’s a general outline of how to build and implement an interest-based approach:
1. Identify the Interests:
Distinguish Between Positions and Interests: Positions are what people say they want; interests are the underlying reasons, needs, or concerns that motivate these positions. For example, in a workplace dispute, a position might be “I want a raise,” but the underlying interest could be financial security, recognition, or career advancement.
Probe Beneath the Surface: Use open-ended questions and active listening to understand the motivations behind stated positions. This involves hearing the words and paying attention to non-verbal cues and emotions.
Typical questions could be:
“What are your main concerns in this situation?”
“Can you help me understand why this is important to you?”
“What underlying needs or values drive your position on this matter?”
2. Effective Communication:
Active Listening: This is not just about hearing words but fully concentrating, understanding, responding, and remembering what is being said. It’s essential for building trust and understanding.
Empathy: Show genuine concern and try to understand the situation from the other party’s perspective. This doesn’t mean you agree, but that you acknowledge their feelings and viewpoints.
Express Your Interests Clearly and Respectfully: Share your interests and concerns in a way that is honest and clear, without being confrontational or aggressive.
Typical questions could be:
“How do you feel about the current situation?”
“What are we missing in our understanding of your perspective?”
“Can you explain more about your standpoint?”
3. Generating Options:
Brainstorming: Encourage a creative and open environment where all parties can suggest solutions without criticism. The goal is to generate as many options as possible, which can later be refined and evaluated.
Focus on Mutual Gains: Look for solutions that benefit all parties. It’s not about winning or losing but finding a resolution everyone can accept.
Typical questions could be:
“What possible solutions might work for both of us?”
“Can we think of alternatives that meet your needs and address mine?”
“What haven’t we considered yet that might be a viable option?”
4. Negotiating Fairly:
Objective Criteria: Use fair standards or precedents to evaluate options. This could include legal standards, industry norms, or ethical guidelines.
Avoiding Biases: Be aware of and avoid common negotiation biases, like anchoring on a specific number or being influenced by irrelevant factors.
Typical questions could be:
“What objective standards should we consider in evaluating these options?”
“How can we ensure the solution is fair and balanced for all parties involved?”
“Are there any precedents or benchmarks we can use as a reference?”
5. Reaching a Mutual Agreement:
Consensus Building: Work towards a solution that is acceptable to all parties. It doesn’t have to be perfect, but it should be something everyone can live with.
Clarify and Document: Clearly outline the agreed terms and document them in a written agreement if appropriate.
Typical questions could be:
“Which of these options do you feel most comfortable with?”
“Can we summarise the key points of our agreement?”
“What are the specific steps we mutually agree to take following this agreement?”
6. Implementation and Follow-up:
Action Plans: Develop clear steps on who will do what and by when. This helps in translating the agreement into action.
Review and Adapt: Set up times to review how the agreement works and be open to making adjustments as needed.
Typical questions could be:
“What actions will each of us take to implement this agreement?”
“How and when should we review the progress and effectiveness of this solution?”
“What adjustments might be needed if circumstances change?”
7. Relationship Building:
Build and Maintain Trust: Honesty, consistency, and follow-through are crucial for building and maintaining trust.
Long-Term Perspective: Even if the immediate issue is resolved, maintaining a good relationship can be valuable for future interactions.
Typical questions could be:
“How can we work together more effectively in the future?”
“What can we do to maintain and build trust in our relationship?”
“What lessons have we learned from this process that we can apply moving forward?”
Using the Interest-Based Approach encourages a more collaborative and less adversarial method of resolving disputes or negotiating agreements. It’s about understanding each other’s needs and working together to find a solution that satisfies them to the greatest extent possible.
