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Consensus Building: Sherwin William A. Cuasay, PHD, Enp, LPT University of Batangas Graduate School
Consensus Building: Sherwin William A. Cuasay, PHD, Enp, LPT University of Batangas Graduate School
Everyone negotiates
something everyday.
Classic negotiation: Haggling
Why Positional Bargaining is ill-
advised
is inefficient.
Identifying interests
Ask “Why?” and “Why not?”.
Each side has multiple interests.
The most powerful interests are basic
human needs.
Security
Economic well-being
Control over one’s life
How to focus on interests
Fair standards
Market value What a court would
Precedent decide
Scientific judgment
Moral standards
Professional
Equal treatment
standards Tradition
Efficiency Reciprocity
Costs
Insist on using objective criteria
Fair procedures
“one cut, the other chooses”
Taking turns
Drawing lots
Letting someone else decide
Know your BATNA – and the
other side’s as well.
Some tips
Prepare.
Clarify responsibilities.
Set agenda and ground rules.
Seek expert input into joint fact-finding.
Use help of professional neutral.
Use single text procedure.
Some tips
Adhere to agreed upon decision-
making rules.
Keep a written record of commitments
made by participants.
Provide for ongoing monitoring of
implementation.
Provide for adaptation to changing
circumstances.
Thank you.