Question

In interest-based negotiation, what is the objective criteria used to determine if a conversation has been successfully resolved?

Accepted Answer

In interest-based negotiation, the objective criteria for a successful resolution is the achievement of an agreement that is both wise and efficient, while improving or at least not damaging the relationship between the parties. A wise agreement is one that satisfies the legitimate interests of each side to the extent possible, resolves conflicting interests fairly, is durable, and takes community interests into account. To ensure the outcome is fair, parties use objective criteria—which are independent standards of legitimacy or fairness, such as market value, expert opinion, custom, or legal precedent—to resolve disputes rather than relying on a battle of wills. For example, rather than arguing over the price of a house based on personal desire, the parties might agree to base the final figure on the average sales price of three comparable homes in the same neighborhood. Efficiency is maintained by reaching this agreement without unnecessary waste of time or resources, often through the process of generating multiple options before deciding on a single path forward. Ultimately, the resolution is considered successful when it is objectively fair and leaves both parties better off, or at least no worse off, than they were before the negotiation began.

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In interest-based negotiation, what is the objective criteria used to determine if a conversation has been successfully resolved?

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