1
Q
Power
A
The ability to coerce someone to do something he or she would not otherwise do
- usually imposing costs on other party
- use threats, coercion, status
- force, war, strike
2
Q
Rights
A
independent standards of perceived legitimacy or fairness
3
Q
Interests
A
Needs, desires, concerns
- reconcile differing interests in a way that addresses needs
- future-oriented
- negotiation, mediation focus
4
Q
Rights based approach
A
Who is right and who is wrong? Who has the legal right in this dispute? Who is likely to win in court? Who has the moral high ground? What is a third-party likely to decide?
5
Q
Power based approach
A
Can either party force the other to accept a deal?
Who has a stronger BATNA?
Who is in a position of authority?
Who can afford a protracted legal battle?
Who can make the other’s life miserable?
6
Q
Interest based approach
A
What are each side’s underlying interests?
What are each side’s concerns?
Are there mutually profitable alternatives to litigation?
Is there a way to satisfy each party’s interests?
7
Q
Getting back to interest from P and R
A
- Be a role model; don’t reciprocate contentious communication ask questions; offer info; stay calm
- Consider labeling unhelpful behavior or dynamics
- Offer mid-course corrections, transitions to interests
- Try a process intervention: take a break, find a mediator, restate each other’s point of view
