The gateway
Enabling Elements
Relationship & Communication
Without sufficient rapport, trust, or open communication, negotiators skip past the value-generating work — positions harden, interests stay hidden, options never get invented. Relationship sets the tone; communication is the medium through which every other element moves.
Integrative bargaining
Value Generating Elements
Interests · Options · Criteria
Interests are the motivations beneath stated positions. Surfacing them enables creative option generation and expands the pie. Criteria exist beyond the will of either party, depersonalizing the decision and breaking the head-to-head tug-of-war.
The fork in the road
Value Distributing Elements
Alternatives & Commitment
Alternatives are what a party will do unilaterally if there is no agreement. Commitment is what the parties agree to if there is one. “Take it or leave it” gestures at both. When we jump here too early, we often can’t return to the value-generating conversation.
“Hope is not a strategy. ”
