A Framework for Collaborative Problem-Solving
Our methodology combines evidence-based negotiation principles with practical application frameworks, creating a structured approach to reaching balanced agreements.
Return HomeFoundational Principles
Evidence-Based Foundations
Our approach draws from decades of negotiation research conducted at leading institutions. Rather than relying on intuition or traditional bargaining tactics, we teach frameworks that reflect what empirical studies show works in creating mutually beneficial agreements.
This evidence base provides confidence that the methods we teach have demonstrated effectiveness across diverse negotiation contexts and cultural settings.
Interest-Centered Philosophy
The core distinction in our methodology lies in separating positions from interests. Positions represent what parties say they want; interests represent why they want it. By focusing on underlying interests rather than stated positions, we create opportunities for solutions that satisfy both parties more fully.
This philosophical shift transforms negotiation from competitive claiming of fixed resources into collaborative problem-solving that can expand value for all parties.
Practical Application Focus
While grounded in research, our methodology emphasizes practical application. We developed our framework specifically to be usable in real professional contexts, where time constraints and relationship considerations matter as much as optimal outcomes.
Each element of our approach serves a practical purpose, helping participants prepare effectively, communicate clearly, and reach agreements that can be implemented successfully.
Relationship Preservation
Professional negotiations occur within ongoing relationships. Our methodology recognizes that how an agreement is reached often matters as much as the agreement itself. Interest-based approaches maintain and often strengthen professional relationships by emphasizing collaborative problem-solving.
This relationship focus proves particularly valuable in business contexts where parties expect to interact repeatedly and where reputation affects future opportunities.
The Accordia Framework
Our structured approach guides participants through each phase of negotiation preparation and execution.
Systematic Preparation
Effective negotiation begins before any conversation starts. We teach participants to analyze situations systematically, identifying their own interests and likely interests of counterparts.
• Interest identification and prioritization
• BATNA (Best Alternative To Negotiated Agreement) development
• Objective criteria research
• Strategy formulation based on situation analysis
Interest Exploration
The conversation phase focuses on understanding rather than persuading. Participants learn to ask questions that uncover interests and listen actively to understand counterpart perspectives.
• Effective questioning techniques
• Active listening and perspective-taking
• Interest articulation methods
• Creating collaborative atmosphere
Option Generation
Before committing to specific terms, we encourage brainstorming multiple options that could address identified interests. This creative phase often reveals possibilities not apparent initially.
• Brainstorming without judgment
• Value creation through trades
• Expanding the zone of possible agreement
• Creative solution development
Agreement Evaluation
The final phase involves evaluating proposed agreements against objective criteria and each party's BATNA. We teach participants to make informed decisions about when to agree and when to continue negotiating.
• Objective criteria application
• BATNA comparison
• Agreement sustainability assessment
• Implementation planning
Adaptive Application
While presented sequentially, these phases often overlap and cycle in practice. We teach participants to adapt the framework to specific situations, recognizing that real negotiations rarely follow perfectly linear progressions. The key lies in understanding the principles well enough to apply them flexibly.
Research Foundation
Academic Research
Our curriculum incorporates findings from negotiation research at institutions including Harvard, MIT, and Stanford. These studies provide empirical support for interest-based approaches and demonstrate their effectiveness across cultures and contexts.
Behavioral Economics
Understanding cognitive biases and decision-making patterns helps participants recognize and address psychological factors that affect negotiations. We integrate behavioral insights without requiring participants to become psychology experts.
Professional Practice Standards
Our training adheres to professional standards in negotiation education. We maintain curriculum quality through instructor development, participant feedback analysis, and continuous improvement based on emerging research.
Ethical Framework
We emphasize ethical negotiation practices that create value rather than exploit information asymmetries. Our approach balances advocacy for one's interests with honesty and respect for counterpart interests.
Limitations of Conventional Methods
Traditional negotiation approaches, while familiar, often leave value unclaimed and relationships strained.
Positional Bargaining Limitations
Fixed-Pie Assumption
Traditional methods assume negotiation involves dividing fixed resources, missing opportunities to expand value through creative solutions that address multiple interests.
Relationship Strain
Competitive bargaining can damage professional relationships, creating problems for future interactions even when current agreements are reached.
Inefficient Process
Position-based negotiation often requires extensive time and multiple rounds to reach agreements that satisfy neither party fully.
Interest-Based Advantages
Value Creation
By understanding underlying interests, parties often discover solutions that improve outcomes for everyone, rather than just splitting differences.
Relationship Preservation
Collaborative approaches maintain and often strengthen professional relationships, creating foundations for ongoing productive interactions.
Efficient Resolution
Focus on interests rather than positions often leads to faster agreements that better satisfy both parties' underlying needs.
What Makes Our Approach Distinctive
Practice-Intensive Learning
We allocate significant course time to structured simulations that replicate real negotiation challenges. This practice-based approach helps participants internalize frameworks rather than just understand them intellectually.
Each simulation includes detailed feedback, allowing participants to refine their approach and build confidence through repeated application in safe environments.
Cultural Context Integration
Operating in Tokyo, we help participants apply interest-based frameworks within Japanese business contexts. Our training addresses how collaborative principles work alongside Japanese communication norms and relationship expectations.
This cultural integration makes the methodology more immediately applicable for professionals operating in Japanese or cross-cultural business environments.
Scalable Complexity
Our course structure allows participants to develop capabilities progressively. Fundamental courses establish core frameworks, while advanced programs address complex scenarios including multi-party negotiations and cross-cultural dynamics.
This scalability lets participants build capabilities at appropriate paces, matching training intensity to their experience levels and professional needs.
Continuous Refinement
We regularly update curriculum based on participant feedback, emerging research, and evolving business contexts. This commitment to continuous improvement ensures training remains relevant and effective.
Participants benefit from a living curriculum that incorporates the latest understanding of what works in professional negotiations.
How We Track Development
Simulation Performance
During training, participants engage in progressively complex negotiation simulations. Performance in these exercises provides concrete feedback about framework application and areas needing development.
Instructors provide specific observations about preparation quality, interest identification effectiveness, and solution creativity.
Self-Assessment Progress
Participants complete structured self-assessments at course beginning and end, identifying capability changes in specific areas like preparation systematization and interest identification.
These assessments help participants recognize their development and identify areas for continued focus.
Post-Training Application
We conduct follow-up surveys three months after course completion to understand how participants apply learned frameworks in professional contexts. This data informs curriculum refinement and helps us understand which elements transfer most effectively to real negotiations.
Expertise in Interest-Based Negotiation
Accordia has specialized in interest-based negotiation training since establishing our Tokyo center in November 2010. Our focus on this specific methodology allows deep expertise development rather than surface coverage of multiple approaches. This specialization benefits participants through refined curriculum, experienced instruction, and extensive simulation libraries.
Our instructor team brings combined decades of experience applying interest-based frameworks in business, organizational, and international contexts. This practical background ensures training remains grounded in real-world application rather than purely academic theory. Participants benefit from instructors who understand both the frameworks and the challenges of implementing them in professional settings.
The Japanese business environment presents unique negotiation dynamics, including implicit communication patterns, relationship emphasis, and consensus-building processes. Our Tokyo location and cultural expertise help participants apply collaborative frameworks effectively within these contexts. We address how interest-based approaches complement rather than conflict with Japanese business practices.
Our progressive course structure supports capability development over time. Participants can begin with fundamentals and advance through increasingly complex programs as their skills develop. This scalability creates natural development pathways for professionals seeking ongoing negotiation capability enhancement.
Learn This Framework Through Practice
Our courses provide the structured environment and repeated practice needed to develop lasting negotiation capabilities. Explore our programs and discuss which option aligns with your professional development goals.