This section summarises the essentials of the Mutual Gains Approach (MGA), presented by Marjolein Stamsnijder of Nirov in The Hague.
In an area development there are always many stakeholders with their own interests involved in the process. MGA is a process method, a set of rules, which aims to create solutions that all stakeholders can agree on, allowing for rapid deployment. The method was developed by Lawrence Susskind (USA) and introduced in the Netherlands by Frans Evers. The method has been successfully applied many times in area development projects, for example in the Aviolanda project in Woensdrecht.
This part of a training module gives you insight into the difference between the traditional way of negotiating with developmental processes and how this takes place within the MGA. Marjoram Stamsnijder gives you an overview of the main principles of the MGA. You will learn the difference between "position" and "interest" and what a "BATNA" is.
After this stage, you should be able to assess whether and how the MGA is applicable in your situation and what to look for when you want to start an MGA process. There are four short presentations:
1. An overview of the different negotiating principles.
2. An explanation of the basic principles of the MGA and the essential element - the "BATNA".
3. A clear explanation of the important element of "interest" and how to handle it.
4. An introduction to the use of objective criteria required in the MGA and an explanation of the necessity of building relationships between resistant stakeholders.