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CPD Interest Based Problem Solving Summer 2020

- Interest Based Problem Solving (IBPS) is a negotiation technique that focuses on finding win-win outcomes rather than win-lose positions. It requires vulnerability, honesty, preparation, and discipline. - The key aspects of IBPS are separating people from the problem, focusing on interests not positions, generating options to meet interests, and basing results on objective criteria. - Even if the other party does not want to use IBPS, its techniques can still be useful in any negotiation by preparing thoroughly and behaving in a principled manner. The payoffs of IBPS are significant when parties work collaboratively to resolve issues.

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67 views2 pages

CPD Interest Based Problem Solving Summer 2020

- Interest Based Problem Solving (IBPS) is a negotiation technique that focuses on finding win-win outcomes rather than win-lose positions. It requires vulnerability, honesty, preparation, and discipline. - The key aspects of IBPS are separating people from the problem, focusing on interests not positions, generating options to meet interests, and basing results on objective criteria. - Even if the other party does not want to use IBPS, its techniques can still be useful in any negotiation by preparing thoroughly and behaving in a principled manner. The payoffs of IBPS are significant when parties work collaboratively to resolve issues.

Uploaded by

Cheryl
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd
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CPD

A better way to
problem
solve
I NTEREST Based Problem Solving
(IBPS) is a negotiation technique
that has been used for decades, and
Instead of win-lose, the technique
searches for win-win outcomes.
It requires vulnerability, honesty,
Time is short and the orange is the key
ingredient in both their dishes.
After arguing over the entire orange,
yet much of it is plain, common sense. preparation and discipline. they split it in half, and neither one of
The issue is that we can find Our instincts may scream “no!” when them is satisfied with their dish.
negotiation really uncomfortable we think about working in this way If they had been open with each
because we don’t know how to behave. with a party that has competing or other they would have discovered that
conflicting interests. one wanted the juice, and the other
Should I be a good cop or a bad
cop? Should I be direct or indirect? Over the past year the QNMU has needed the peel.
run joint training with Queensland Instead, the chefs had focused on
IBPS techniques take all the
Health on how to use the technique. each other’s position (the what) and
uncertainty away and leave us with a
Below are some of the key takeaways not on each other’s interest (the why).
collaborative and sustainable way of both parties have found work really
resolving problems in our working and well.
“real” lives.
Tackle the problem,
not the person
The Harvard Negotiation Institute Explain your why -
defines IBPS as “a method of know your interests Negotiation can get really personal
negotiation explicitly designed to and damage relationships. In a
produce wise outcomes efficiently The number one rule of IBPS is to workplace, a negotiation is not going to
and amicably”. This method can be focus on interests, not positions. Your be the last time you see that person.
position tells us what you want but not You will come across each other in
reduced to four main points:
necessarily why you want it. the hallways, or even have to work
■ People: Separate people from the
Your interests tell us what is side by side, so the way we behave is
problem.
important to you – the need, hope, fear, extremely important.
■ Interests: Focus on interests, not motivation that underlies the position. Ideally you should come to see
positions.
When we express our needs in yourselves as working side by side and
■ Options: Generate a variety of this way it means we can be open to tackling the problem together.
possibilities to meet interests before different options or solutions to meet IBPS also encourages you to
deciding what to do. them. critically analyse relationships before
■ Criteria: Insist that the result be The classic example is two chefs you enter the negotiation instead of
based on some objective standard. quarrelling over one remaining orange. running on your feelings.

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CPD

Knowing what your relationship with Ultimately, you can only control your
the party is and where you would like it own behaviour. By conducting yourself Reflective
to be can be really powerful. It’s okay to in a principled manner, you gain respect questions
acknowledge there is room to improve a and trust over time.
relationship, and when these processes 1. Consider a time when
Sometimes Positional you have had a win-
are conducted effectively, they can
win outcome. How did
really improve the way you work Bargaining is appropriate
you manage to achieve
together going forward.
It can be okay to haggle! While it’s not this?
It helps to have the thought of “tackle appropriate for important things like 2. Think about a situation
the problem, not the person” in mind and Enterprise Agreements, sometimes it where someone you
if you are able to, you have won half the works. were negotiating
battle. Think about buying a new car. I start with took a positional
It’s worth the constant discipline! high, you start low, and we end up approach. How could
somewhere in the middle. IBPS have helped?
You can use the technique For a transaction of that nature it’s Don’t forget to
even when the other side fine. make note of your
doesn’t want to You don’t have a long-term working reflections for your
relationship with the salesperson, it’s record of CPD at
A common objection is that it won’t efficient, and the stakes aren’t that high. www.qnmu.org.au/
work if only one side wants to use IBPS. You can go and buy a car somewhere CPD
The techniques are useful in every else.
negotiation, whether the other party
wants to work collaboratively or not. Conclusion
IBPS teaches you to be thoroughly
IBPS techniques can take years to
prepared, demand and provide evidence, master and this is just a taste. It requires Further reading
question effectively, behave in a hard work, self-awareness, and constant Getting to Yes:
principled manner and more! discipline. Negotiating Agreement
These tools are useful in every arena, Without Giving In by
The pay offs are huge and it can get
Roger Fisher and
regardless of buy-in or understanding amazing results when parties work side
William L. Ury.
from the other party. by side to resolve issues.

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