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Re: New Directions for Board


Interest Based Negotiation(IBN)is a style of negotiations ideally suited for mediation. It is a process that focuses on interests as opposed to positions. It puts on the table the real reasons why one party needs something through open dialogue. It examines those reasons in a collaborative manner, so that there is a common understanding of the problems, helping both parties craft solutions they both can live with. It is essential the owners are present for the process to succeed. The process is effective in taking the emotion out of the negotiations and allowing the solutions to be based on the present and the future as opposed to looking back. It is not fool proof, but is clearly more effective than position based negotiations. My experience with mediation has demonstrated that the owner's presence is the key factor in developing win-win solutions, as it allows for their direct participation in the process, which permits a clearer understanding of the real issues and more effective communication. Reality testing is a subset of the IBN process whereby the mediator will through a series questions to the party, try to draw out the rationale for what may be considered an unrealistic claim allowing the owner or the authority to draw its own conclusions as to its merits.

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Replying to:

With reference to your article on New Directions for Board - Appendix C - could someone please explain the meaning of the following - "interest based negotiations" and "reality testing"

Re: Re: New Directions for Board


This certainly sounds like a good idea - the distance between "acquiring a property" and "losing a home" are very great and have the potential to cause hearing problems or perhaps problems with interpretation between what is said and what is heard. Seperating the 'emotions' from the 'business' is difficult and I would agree that owner's presence would be necessary for this to happen. I also think that it would be helpful if the owners were advised in writing, prior to the arrival of the representative of the expropriating authority, of what the process of property acquisition involves. The better informed people are the better things tend to go. Thank you for your answer.

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Replying to:


Interest Based Negotiation(IBN)is a style of negotiations ideally suited for mediation. It is a process that focuses on interests as opposed to positions. It puts on the table the real reasons why one party needs something through open dialogue. It examines those reasons in a collaborative manner, so that there is a common understanding of the problems, helping both parties craft solutions they both can live with. It is essential the owners are present for the process to succeed. The process is effective in taking the emotion out of the negotiations and allowing the solutions to be based on the present and the future as opposed to looking back. It is not fool proof, but is clearly more effective than position based negotiations. My experience with mediation has demonstrated that the owner's presence is the key factor in developing win-win solutions, as it allows for their direct participation in the process, which permits a clearer understanding of the real issues and more effective communication. Reality testing is a subset of the IBN process whereby the mediator will through a series questions to the party, try to draw out the rationale for what may be considered an unrealistic claim allowing the owner or the authority to draw its own conclusions as to its merits.

--- --- --- --- --- --- --- --- ---

Replying to:

With reference to your article on New Directions for Board - Appendix C - could someone please explain the meaning of the following - "interest based negotiations" and "reality testing"