What are some personal strategies a negotiator can use to move the counterparty away from rights- and

power-based arguments to an interest-based focus?

What will be an ideal response?

Resist the urge to reciprocate. By not reciprocating, you refocus your opponent. Getting parties together for
informal discussions can move them toward interests. Make sure that you stay focused on the conflict and the
issues and don't use personal attacks. Make sure that you are not rewarding the other party's rights- or
power-based behavior. One effective strategy is to reciprocate rights or power, but combine it with interests-based
questions or proposals. The use of process interventions that are interests-based can include any of the
pie -expanding strategies (e.g., multiple offers, revealing information about priorities), as well as dispute resolution
strategies. Another strategy is to agree to talk and listen to each other for 20 minutes and then argue. The use of
built-in cooling off periods can allow parties to better assess their own needs and interests, independent of rights
and power issues. Make it a rule that you can't make your point until you restate the other person's point to his or
her satisfaction. Recognizing and labeling a power- or rights-based tactic as ineffective can neutralize or refocus
negotiations.