PAUSE Principle

Introduction

These problems can be avoided by negotiating in a cooperative manner since this approach seeks solutions that are beneficial to everyone involved. This style of negotiation tends to preserve or even improve relationships. Cooperative negotiation may be described as a combination of love and wisdom. This loving and wise process generally involves five basic steps which can be summarized in this simple rule: When you need to negotiate, PAUSE. PAUSE stands for:

Ø Prepare

Ø Affirm relationships

Ø Understand interests

Ø Search for creative solutions

Ø Evaluate options objectively and reasonably

Prepare

Preparation is one of the most importance elements of successful negotiation and the following activities are good for preparing for negotiation:

Ø Pray

Ø Get the facts

Ø Identify issues and interests. Try to discern the real cause of the disagreement.

Ø Study the Bible

Ø Develop options. Be prepared to explain how each option will benefit your opponent.

Ø Anticipate reactions. Develop a response to each of those reactions.

Ø Plan an alternative to a negotiated agreement

Ø Select an appropriate time and place to talk

Ø Plan your opening remarks. Plan how to set a positive tone at the outset of the meeting.

Ø Seek counsel.

Affirm Relationships

A conflict generally involves two basic ingredients: people and a problem. We usually ignore the feelings and concerns of the people and focus all our attention on the problems that separate us. Here are a few ways to demonstrate concern and respect during the negotiation process:

Ø Communicate in a courteous manner

Ø Spend time on personal issues. Deal with personal offenses and frustrations as soon as possible.

Ø Submit to authority

Ø Earnestly seek to understand

Ø Look out for the interests of others

Ø Address sin in a gracious manner

Ø Allow face-saving. Don’t back others into a corner.

Ø Give praise and thanks.

If you sincerely and consistently affirm your concern and respect for the other person, you will generally have more freedom to discuss material issues honestly and frankly.

Understand Interests

In order to identify interests, it is important to understand how they differ from issues and positions.

Ø An issue is an identifiable and concrete question that must be addressed in order to reach an agreement.

Ø A position is a desired outcome or a definable perspective on an issue.

Ø An interest is what motivates us. It is a concern, desire, need, limitation, or something a person values. Interests provide the basis for positions.

Positions are usually incompatible. One person’s desired result often conflicts with the other person’s desired result. Therefore, we should focus on interests since when people focus on interests rather than positions, it is usually easier to develop acceptable solutions.

The more fully you understand and look for you opponent’s interests, the more persuasive and effective you can be in negotiating and agreement. Before you attempt to understand the interests of other people, it is wise to make a written list of your own lists. You should include everything that is of value to you or that might be motivating to you in this particular situation and list them in priority order.

During negotiation, it is helpful to get each side’s interests in the open. Then set a positive tone by drawing attention to similar interests and areas of agreement. Once you and the other party understand each other’s interests, you can redefine and set priorities for the issues you will need to resolve to reach an agreement. Place the easiest issues at the beginning of the list. You should see some positive results more quickly by focusing on these first. This tends to encourage cooperation and build momentum as you move on to the more difficult issues.

Search for Creative Solutions

The fourth step is to search for solutions that will satisfy as many interests as possible. Everyone should be encouraged to mention any idea that comes to mind. Avoid the assumption that there is only one answer to your problem. The best solution many involve a combination of several options.

By focusing on shared interests and developing options that provide mutual gains, you can create incentives for agreement on the more difficult points of contention. As you identify possible solutions that seem wise to you, you should explain how these solutions would benefit your opponent.

Evaluate Options Objectively and Reasonably

The final step is to evaluate possible solutions objectively and reasonably so you can reach the best possible agreement. Instead of relying on personal options, insist on using objective criteria to evaluate the options before you.

You should also make every effort to negotiate in a reasonable manner. Listen carefully to your opponent’s concerns and suggestions, showing respect for his or her values and interests. Continue to put yourself in the other person’s shoes and try to see things in their perspective. Whenever you opponent tries to put pressure on you, move the discussion back to objective principles. Throughout your discussions, treat the other person as you would like to be treated.

Your agreement should cover these items and should preferably be in writing to prevent misunderstanding and subsequent disputes on details:

Ø What issues were resolved

Ø What actions will be taken

Ø Who is responsible for each action

Ø Dates by which each action should be completed

Ø When and how the results of the agreement will be reviewed.