Most current thinking about negotiation emphasizes a problem solving, not position taking approach, which focuses on the interests or concerns that underlie the parties' positions on issues. First articulated in the book Getting To Yes by Roger Fisher and William Ury, these authors champion the view that the essence of successful negotiations is to avoid bargaining over positions. It is critical to ask why one side is asserting a particular position on the issues, to understand what they really need to achieve. Understand the role of interpersonal dynamics in negotiations and help people move on . Generate a wide range of options, minimizing judgments at first .
People are less likely to hit an impasse when many options are being evaluated.
A common example of this is the technique of brainstorming. Agree on criteria by which to judge options for resolution . It may be easier at the beginning of a process to list the general requirements that a potential agreement must satisfy than to develop the details of specific options. Such criteria are also very helpful in maintaining the sense of common endeavor in evaluating options as they emerge, for two reasons. In using these criteria together, parties find themselves dealing with how to solve others' problems, and experience their own problems being treated as relevant by the others.