Select one major concept, framework, or technique from the first half of the course. Examples might include:
o Interest-based negotiation
o BATNA (Best Alternative to a Negotiated Agreement)
o Conflict styles (e.g., Thomas-Kilmann model)
o Active listening and communication strategies
o Emotional intelligence in conflict resolution
o The role of culture in negotiation
o Power dynamics and ethics in negotiation
2. Explain the Concept
Provide a clear and concise explanation of the concept. Include definitions, key components, and any relevant models or theories discussed in class.
3. Personal Impact
Describe why this concept resonated with you. Consider:
o A personal experience where this concept could have helped or did help.
o How it changed your approach to conflict or negotiation.
o What assumptions or habits it challenged.
4. Application and Analysis
Apply the concept to a real or hypothetical situation. Analyze how it would influence the outcome, improve communication, or resolve conflict. Use examples from your life, work, or current events.
5. Conclusion
The core framework of IBN is built around four key components:
Separate the People from the Problem: Recognize that emotions and relationships can cloud judgment. Address the people issues (perception, emotion, communication) directly and separately from the substantive issue.
Focus on Interests, Not Positions: The central tenet. Positions are demands ("I must have $55,000 for the car"); interests are the why ("I need enough money to cover my down payment on a new truck"). By understanding the deeper interests, you can find creative solutions.
Invent Options for Mutual Gain: Before committing to a single option, brainstorm a wide variety of possible solutions that address both parties' underlying interests, avoiding the trap of a zero-sum game.
Insist on Using Objective Criteria: Base the agreement on independent standards (e.g., market value, precedent, scientific data) rather than relying on a battle of wills. This helps legitimize the solution and prevents one party from feeling cheated.
3. Personal Impact
The concept of Focusing on Interests, Not Positions deeply resonated with me because it instantly challenged my default habit of engaging in positional bargaining, particularly in high-stakes personal discussions.
Personal Experience: Home Repair Dispute
I once had a significant dispute with a contractor over a costly home renovation project that ran over schedule. My position was simple: "You must give me a 20% refund for the delay." The contractor’s position was: "I won't give you a refund; the delay was due to city permits, not me." The conversation was a stalemate that quickly devolved into anger.
If I had applied IBN, I would have explored the underlying interests:
My interest: Trust, certainty, and compensation for the unexpected cost of temporary housing.
Contractor's interest: Protecting their professional reputation, avoiding financial loss, and ensuring they had cash flow to pay their crew.
Sample Answer
. Concept Selection: Interest-Based Negotiation (IBN)
I have selected Interest-Based Negotiation (IBN), also known as principled negotiation, as the concept to analyze.
2. Explanation of the Concept
Interest-Based Negotiation (IBN) is a collaborative problem-solving approach aimed at achieving mutually satisfactory agreements. Developed by the Harvard Negotiation Project (detailed in the book Getting to Yes by Fisher, Ury, and Patton), IBN fundamentally shifts the focus of negotiation away from entrenched positions (what a party says they want) toward underlying interests (the deeper needs, desires, fears, or concerns that motivate those positions).