|
An Example of a Wise Agreement
A
well known story about sharing
an orange illustrates the
principle of looking beyond the
obvious and focusing on
satisfying underlying needs of
each side to the fullest.
Two
people have only one orange but
both want it. Initially, they
decide that the best they can do
is split the orange in two
halves. To be sure that it’s
fair, they decide that one will
cut and the other will choose.
As they discuss their underlying
needs in the
negotiation, however, they
find out one wants the orange to
make juice and the other needs
it for the rind because he wants
to bake a cake.
Thus they have
found the way to satisfy the
needs of each side to the extend
possible.
|
