In the position-based approach, the focus of the negotiation is the particular thing at issue – e.g., the price of an asset or the wage that will be paid. [...] The choice between these approaches depends on the nature of the negotiation, the relationship between the parties, and the desired outcomes. [...] Shake Hands and Implement the Deal – The purpose of the negotiations is to solve a problem and to be able to live with the deal. [...] Understanding the the reasons behind the requests being made provides valuable insight into the priorities and concerns of the other parties. [...] The modules in the Toolkit cover everything from the role of economic development in nation building, to the importance of business charters, to the various legal forms that can be used to pursue economic development, to the steps needed to identify and negotiate beneficial partnerships, to the governance challenges that economic development must address.
Authors
- Pages
- 10
- Published in
- Canada
Table of Contents
- Vern Bachiu Murray Fulton Kristy Jackson Johnson Shoyama Graduate School of Public Policy University of Saskatchewan July 2024 1
- Interest-Based Negotiations 2
- Summary 2
- Figure 1. Steps in the Interest-Based Negotiation Process 2
- Negotiation 3
- Negotiation Approaches 3
- Table 1. Pros and Cons of Position-Based Negotiations 4
- Table 2. Pros and Cons of Interest-Based Negotiations 4
- Interest-Based Negotiations 5
- Steps in the Interest-Based Negotiation Process 5
- Table 3. Example of a Position-based Versus Interest-based Approach in Labour Negotiations 5
- Figure 1. Steps in the Interest-Based Negotiation Process 6
- Identify Your Own Interests 6
- Develop a Relationship with the Other Parties 7
- Understand the Interests of the Other Parties 7
- Treat the Negotiations as a Problem-Solving Exercise 7
- Separate the Problem from the People 7
- Find Independent Standards 7
- Shake Hands and Implement the Deal 7
- Conclusion 8
- Resources 9
- Notes 9
- Indigenous Business Toolkit Project 10
- Disclaimer 10
- The Authors 10
