Negotiation: Interests, issues, positions


Podcast and Video length : 29 mins. Live Webinar Length : 45 mins

Read the CPD info below to learn whether you may earn credit for this course. In BC and MB some situations have test requirements.

  • What are issues in negotiations?
  • What are positions in negotiations?
  • What are interests in negotiations?
  • What are the relationships between issues, positions, and interests in negotiations?
  • How is using the issues, positions, interests framework helpful for negotiators?
  • Issue identification is useful for agenda development.
  • Position identification is useful for making comparisons between possible positions.
  • Interest or motive identification is helpful for making comparisons between possible positions.
  • Could more than one position be proposed for a single issue?
  • The identification of a common currency when comparing dissimilar items.
  • What might ponies and jerseys have in common?
  • Should agreement be reached on individual issues before agreement is reached on all issues?
  • How are interests both causes of negotiations and used to measure negotiations?
  • Using common measurements to assess interests and positions.
  • Considering multiple issues to be related by interests.
  • Understanding negotiations as involving series of questions.
  • Use of issue checklists
  • Use of interest based issue identification.
  • Use of time limited proposals to eliminate some issues.
  • Elaborate positions as involving multiple questions and answers.
  • Presentation of elaborate positions.
  • Initial proposals involving multiple issues in conventional negotiations.
  • Issue identification in novel negotiations.
  • Whether to seek agreement on positions on particular issues one at a time or to seek agreement on an entire package after identifying all of the relevant issues.
  • Issue separation and linking.
  • Commitment timing and conditional commitment.
  • Interests as cause of, and in preparation for, negotiation.
  • Appeal to interests when proposed positions unacceptable.
  • Compatible interests as satisfiable by several positions.
  • Inquiry to identify unidentified positions satisfying compatible interests.
  • The possibility of incompatible interests.
  • Unsatisfying agreements.
  • The possibility of agreement when one side perceives that the other side did better.
  • Agreement as consequence of unattractive alternatives.
  • The use of the question, why?, for interest identification.
  • Limits to asking, why?.
Picture of Cory Lewis

This course was written by: Cory Lewis, B.A., LL.B., LL.M., C.A.E., is a regulatory and commercial attorney with experience in Canadian multi-level marketing and direct selling law, Manitoba real estate, Canadian trade-marks and incorporation since 1985.

Groundpaperbits.com Accreditation Information

This document is updated as accreditation applications are submitted, as responses are received, and as we learn of changes to jurisdictional rules.

You are solely responsible for confirming the accuracy of these jurisdictional rules for your jurisdiction.

Accreditation jurisdictions (status shown in chart below)

Only BC, NB, and SK require accreditation of all courses.

ON requires accreditation of Professionalism topics but not Substantive topics. ON limits CPD hours via video and podcast to 6 hours per year.

BC, NB, and ON accreditation usually takes 30 days from submission.

SK accreditation requires the lawyer to check the database to learn whether the course is accredited and, if not, ask the law society to accredit it. Course providers may not request accreditation and SK does not notify us when they accredit. So, call Linda Euteneier at the law society (306) 569-8242 and she will address accreditation.

Non-Accreditation jurisdictions

Each of AB, MB, NL, NS, and PE have their own subject matter list of what may qualify for CPD and let the individual lawyers make the initial determination of whether a course qualifies. The law societies reserve final say on whether a course qualifies.

Format hour limits

ON limits CPD hours via pre-recorded video and pre-recorded podcast to 6 hours per year.

PE limits CPD hours via pre-recorded video and pre-recorded podcast to 4 hours out of 24 every two years.

Test requirements

MB requires lawyers to take tests to earn CPD credit from pre-recorded formats such as videos and podcasts.

BC requires lawyers to take tests to earn CPD credit from pre-recorded formats such as videos and podcasts if viewing or listening alone without another lawyer/articling student attended the archived Webcast session.

Here is the accreditation status of our courses:

V = video format

P = podcast format

W = live webinar format

If you don't see the accreditation document below or if you can't scroll to read all of it, click here to go to the document via a new browser window or tab.

Course BC NB ON
Interviewing and counseling about moral differences V = Yes . 33 hrs Prof resp & ethics
P = Yes . 33 hrs Prof resp & ethics
W = not submitted
V = Yes .5 hrs
P = Yes .5 hrs
W = Yes .5 hrs
V = Yes .33 Hrs. Professionalism
P = Yes .33 Hrs. Professionalism
W = Yes .5 Hrs. Professionalism
Interviewing and counseling design and decor Not accredited as not among allowed topics. Not accredited as not among allowed topics. V = Yes .33 Hrs. Professionalism
P = Yes .33 Hrs. Professionalism
W = Yes .5 Hrs. Professionalism
Interviewing with open-ended questions V = Yes .33 hrs of Lawyer Skills
P = Yes .33 hrs of Lawyer Skills
W = not submitted
V = Yes .5 hrs
P = Yes .5 hrs
W = Yes .5 hrs
V = Yes .33 Hrs. Professionalism
P = Yes .33 Hrs. Professionalism
W = Yes .5 Hrs. Professionalism
Negotiation: Interests, issues, positions V = Yes .45 hrs of Lawyer Skills
P = Yes .45 hrs of Lawyer Skills
W = Yes .75 hrs of Lawyer Skills
V = Yes .5 hrs
P = Yes .5 hrs
W = Yes 1 hr
This program may be eligible toward the Law Society's CPD Requirement as Substantive Hours. Please note that this program is not accredited for Professionalism Hours
Negotiation: Beyond interests, issues, positions V = Yes .54 hrs of Lawyer Skills
P = Yes .54 hrs of Lawyer Skills
W = Yes .83 hrs of Lawyer Skills
V = Yes .5 hrs
P = Yes .5 hrs
W = Yes 1 hr
This program may be eligible toward the Law Society's CPD Requirement as Substantive Hours. Please note that this program is not accredited for Professionalism Hours
Negotiation: Alternatives 1 V = Yes .4 hrs of Lawyer Skills
P = Yes .4 hrs of Lawyer Skills
W = Yes .58 hrs of Lawyer Skills
V = Yes .5 hrs
P = Yes .5 hrs
W = Yes .5 hrs
This program may be eligible toward the Law Society's CPD Requirement as Substantive Hours. Please note that this program is not accredited for Professionalism Hours
Negotiation: Alternatives 2 V = Yes .3 hrs of Lawyer Skills
P = Yes .3 hrs of Lawyer Skills
W = Yes .58 hrs of Lawyer Skills
V = Yes .5 hrs
P = Yes .5 hrs
W = Yes .5 hrs
This program may be eligible toward the Law Society's CPD Requirement as Substantive Hours. Please note that this program is not accredited for Professionalism Hours
Negotiation: Alternatives 3 V = Yes .3 hrs of Lawyer Skills
P = Yes .3 hrs of Lawyer Skills
W = Yes .58 hrs of Lawyer Skills
V = Yes .5 hrs
P = Yes .5 hrs
W = Yes .5 hrs
This program may be eligible toward the Law Society's CPD Requirement as Substantive Hours. Please note that this program is not accredited for Professionalism Hours