The Five Conflict Handling Modes - Direction Service
The Five Conflict Handling Modes - Direction Service
The Five Conflict Handling Modes - Direction Service
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CADRE/IDEA Partnerships<br />
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Summary: Interest-based Negotiation<br />
Aims not to change the other person, but to change negotiation<br />
behavior<br />
Separates the people from the problem<br />
Soft on people, hard on problem<br />
Shifts from ”your position versus mine” to “you and I versus the<br />
problem”<br />
Shifts from “position-taking” to “perspective-taking”<br />
Holds that Interests are a truer measure of negotiation goals than<br />
Positions.<br />
Involves a mutual exploration of interests to yield more creative<br />
options.<br />
Uses objective criteria<br />
Adapted from Highnam, K. (2001). Interest-based negotiation,<br />
CSSEA 2001 Fall Conference and AGM. Surry B.C, Canada. CSSEA; Fisher and Ury, Getting to Yes.
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