KEY ACTIONS
- Clarifies the current situation – Explores all parties’ needs concerns, and initial positions, including own.
- Identifies points of agreement/disagreement – Builds common ground by highlighting areas of agreement; focuses efforts by pointing out areas of disagreement.
- Keeps discussion issue oriented – Manages the interpersonal process to stay focuses on the task; constructively addresses emotion and conflict.
- Develops other’s and own ideas – Engages in mutual problem solving by brainstorming alternative positions pr approaches and evaluating them openly and fairly.
- Builds support for preferred alternatives - Builds value of preferred alternatives by relating them to the other party’s needs; responds to objections by amphasizing value; expose problem with undesirable alternatives.
- Facilitates agreement – Seeks a win-win solution through a give-and –take process that recognizes each party’s core needs. (Negotiation)