ICONoG - Your conceptual model for any negotiation

When you negotiate, you are taking a dualistic approach:
One one hand your attempt is to build up a relationship while at the same time attempting to get results.
Skilled negotiators try to handle the balance between results and relationships by creating value.
In order to create value, you need to dig into four categories of information that enable you to be fully prepared.
The following conceptual model serves as a source for creating value.
You can find out about 'value', when you enter into a dialogue with your counterpart, partner, friend, etc.
This dialogue needs to be based on a give and take of information based on value-induced communication.

The conceptual model that I propose in this workshop is called I2ONoG. This acronym stands for:
- I(nterests)
- O(ptions)
- O(bjective)
- NoG(o= No Agreement Alternative)

I. Interests
What are interests?
Interests underlie positions. They are subjective - the needs, goal drivers, concerns and fear.
Interests are the foundation of successful negotiations.
When focusing on interests, the following can be achieved:
- Uncovering and exploring other person's concerns, drivers, incentives, needs and motivations
- Share interests, explore common ground
- Lays the groundwork for creating a multitude of options
- Prevents from getting stuck
- Sets the stage for a fair exchange of information that can lead to creating value

II. Options
What are options?
They are possible solutions to satisfy the interests. They build up the framework in order for the parties to say 'yes' or to agree to a compromise.

When you focus on option, you
- generate more creative solutions
- enable parties to satisfy their interests better
- create the best possible agreement

Options are a turning point in negotiations. They consist of two distinct strategies:
The Best Possible Agreement is the package of options that best meets the parties' interests while the Minimum Possible Agreement is the least satisfactory package of options a party can agree to.
It is important to keep in mind that focusing on brainstorming and generating options develops a joint-problem solving approach, which builds shared solutions and remedies the tension between results and relationships.

III. Objectives
Objectives serve as a counterpart to interests. They are based on benchmarks, data and solid information in order to filter or narrow the options.

When using objectives, you
-ensure that no party feels taken or overthrown - the amount and validity of  information shared stays the same
- provide a rational, neutral approach to deciding among multiple options
- give other negotiators the power of good principles and accepted standards
- provide a protection against manipulation

Objectives serve as a means to measure and sustain the fairness of a negotiated deal.

IV. NoGo Alternatives (BATNA)
The Best Alternative to a Negotiated Deal (BATNA) is the no-agreement alternative that best meets the party's interests. Preparing and knowing your BATNA when going into a deal helps you clearly define how far you are willing to cooperate or compromise. It gives you a back-up plan and it helps prevent over- or underestimating the counterpart's negotiating position.
NoGo alternatives are the walk away alternatives each party has if no agreement is reached.

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