Adapted from “How to Negotiate When Values Are at Stake” by Lawrence Susskind (Ford Professor of Urban and Environmental Planning, Massachusetts Institute of Technology), published in the Negotiation newsletter, October 2010.
In many negotiations, both parties are aware of what their interests are, and are willing to engage in a give-and-take process with the other party to come to agreement. In conflicts related to personal identity, and deeply-held beliefs or values, however, negotiation dynamics can become more complex. Parties may not be willing to make any concession that helps the other side, even if it would bring about a reciprocal concession that would be in their own favor.
In these values-based disputes, there are four practical steps that negotiators can take to tone down particularly contentious negotiations, and help talks move forward in a constructive manner:
- Consider interests and values separately
- Engage in relationship-building dialogue
- Appeal to overarching values
- Confront value differences directly
Even in cases where resolution of a dispute is not possible, these four approaches will allow for greater understanding between parties, and clarify where the differences of identity and values lie. In many cases, however, following these steps will help ensure that a values-based dispute can be negotiated successfully.
Read the full article here.
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