In my March 21, 2019 newsletter, I cited four strategy tips from Harvard Program on Negotiation in dealing with value-based disputes, where a party’s deeply held beliefs can thwart beneficial reciprocal concessions:
- Consider interests and values separately and separating the person from the problem.
- Engage in relationship-building dialogue to facilitate cross- understanding of opposing side’s interests and values.
- Appeal to common or shared overarching values.
- Confront value differences directly, and view such differences as opportunities for value creation.
(Paraphrased from: Four Conflict Negotiation Strategies for Resolving Value-Based Disputes; Four conflict negotiation strategies for bridging the divide at the negotiation table.
Read more . . .