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Interests in principle

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Minimize Formality and Record Keeping until Final Agreements Are Closed

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Minimize Formality and Record Keeping until Final Agreements Are Closed

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Keep Decisions Tentative and Conditional until All Aspects of the Final Proposal Are Complete

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Keep Decisions Tentative and Conditional until All Aspects of the Final Proposal Are Complete

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Explore Differences in Time Preferences

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Explore Differences in Expectations

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Explore Differences in Risk Preference

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not always easy or to one’s best advantage

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can change

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Parties can have different interests at stake

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Use Subgroups to Evaluate Complex Options

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Use Subgroups to Evaluate Complex Options

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Surfacing interests

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more than one

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Be Alert to the Influence of Intangibles in Selecting Options

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Be Alert to the Influence of Intangibles in Selecting Options

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Relationship interests

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Process interests

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Substantive interests

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Be Willing to Justify Personal Preferences

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Be Willing to Justify Personal Preferences

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Agree to the Criteria in Advance of Evaluating Options

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Agree to the Criteria in Advance of Evaluating Options

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Electronic brainstorming

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Surveys

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Brainstorming

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Evaluate Solutions on the Basis of Quality, Standards, and Acceptability

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Evaluate Solutions on the Basis of Quality, Standards, and Acceptability

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Find a bridge solution

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Cut the costs for compliance

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Use nonspecific compensation

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Logroll

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Separate the problem definition from the search for solutions

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Depersonalize the problem

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Expand or modify the pie

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Generate options to the problem as a given

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Generate options to the problem as a given

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State the problem as a goal and identify the obstacles in attaining this goal

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Invent options by redefining the problem set

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Invent options by redefining the problem set

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State the problem with an eye toward practicality and comprehensiveness

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Define the problem in a way that is mutually
acceptable to both sides

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Step 4: Evaluate and Select Alternatives

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Step 4: Evaluate and Select Alternatives

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Key steps in the intergrative negociation process

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Key steps in the intergrative negociation process