Oo Focus on Interests, not Positions Position = What you want Interest = Why you want i * Inpreparation, analyse your interests, and theirs © At the table, explain your interests © Ask questions & listen to discover their interests SS @ ‘Gooyigh 2005. LEAD inermatonal andthe Consensus Bldg Intute lead Importance of Interests + If | don’t know why you want something, | can’t come up with creative solutions that address your interests. « Once you know all the interests, there will be new possibilities. Copyright 2005 LEAD nienatonal and he Conseneus Bunding nesta lead 175How to Explore Interests? Ask and be ready to answer: + “What are the key things you need from an agreement?” “Why is that important to you?” “Is it really something else that concerns you?” “Would we be moving in the right direction if...2” Eee em ‘Gopyight 2005 LEAD Intemational and te Consensus Bulg hatiole lead Exercise: Reframing Positions into Interests Exercise 2 ‘Copyright 2008 LEAD international andthe Consensue Bullding instite lead 176oO Oo Oo What's a BATNA? BATNA: Best Alternative to a Negotiated Agreement * Best alternative action you are able to pursue away from the table * When you know your BATNA, you know the minimum you should accept at the table Q nrg 2005 LEAD inamatonal andi Gonsenoue Busing insite lead Use Your BATNA Analyse your BATNA (talk with colleagues, research) ¢ Improve your BATNA © Don't blab your BATNA Analyse their BATNA Help them reality-check their BATNA ‘Copright, 2005 ~ LEAD ntematonl and he Consensus Bulding neato lead 477