The negociation

The interest-based negotiation follows the same process as that of mediation, and has in common with it a significant part of the tools, techniques and skills.

Unlike mediation, negotiation only takes place between negotiators, without the intervention of a neutral third party.

During every negotiation, the exchange of information is the key element : one must give in order to receive. The secret of negotiation is to be able to take advantage of the concessions of the other party.  In a successful negotiation, there should in principle not be any winner or any loser.

A win-win solution needs to be searched for, meaning a voluntarily-based agreement considered fair, and not an unbalanced agreement obtained under pressure.

The challenge is to gradually drive the parties involved to see the conflict not as a balance of power, but rather as a problem to be solved in cooperation.