Points to Agreement

Points to Agreement: Achieving Consensus in Business and Beyond

In every industry and organization, decision-making often involves multiple stakeholders with varying opinions, experiences, and goals. Whether it`s negotiating a contract, deciding on a marketing strategy, or solving a team conflict, finding common ground and reaching a consensus is essential for moving forward and achieving success. That`s where Points to Agreement come in – a structured approach that helps parties identify their shared interests and priorities, and work towards a mutually beneficial outcome.

What are Points to Agreement?

Points to Agreement is a method developed by Harvard Negotiation Project, which focuses on the collaboration and discovery phases of negotiation. Instead of starting with positions or demands, parties are encouraged to explore their underlying interests and needs, and identify areas of agreement. The goal is to build trust, create value, and reach a solution that satisfies all parties` interests.

The Points to Agreement approach involves four main stages:

1. Discover Interests: The first step is to uncover each party`s interests, desires, and concerns. What are the underlying motivations behind their positions? What are their priorities and goals? Active listening and open-ended questions can help parties understand each other`s perspective and find common ground.

2. Generate Options: Once parties understand each other`s interests, they can start brainstorming creative solutions that meet everyone`s needs. This stage focuses on expanding the pie rather than splitting it, looking for win-win outcomes that create value for all parties involved.

3. Evaluate Options: After generating multiple options, parties need to evaluate them based on objective criteria and their interests. Which options are most likely to meet the common goals? Which ones are feasible and acceptable to all parties? This stage aims to narrow down the options and identify the best one that satisfies everyone`s needs.

4. Reach Agreement: The final stage is to formalize the agreement and ensure that all parties are committed to it. This includes preparing a written agreement, defining the responsibilities and timelines, and ensuring that everyone understands and accepts the terms. Ongoing communication and monitoring can help maintain the agreement and resolve any future conflicts.

Benefits of Points to Agreement

The Points to Agreement approach offers several benefits in business and beyond. Here are some of them:

1. Collaborative approach: Instead of adversarial negotiation, Points to Agreement emphasizes collaboration and cooperation, which fosters trust and builds relationships between parties.

2. Win-win outcomes: By exploring interests and generating multiple options, parties can find creative solutions that create value and benefit everyone involved, rather than compromising or sacrificing their positions.

3. Objective criteria: Evaluating options based on objective criteria and shared goals helps parties avoid positional bargaining and achieve a more rational and fair solution.

4. Long-term effectiveness: By formalizing the agreement and ensuring parties` commitment, Points to Agreement can prevent future conflicts and establish a foundation for long-term cooperation.


Points to Agreement is a structured approach that helps parties achieve consensus and identify win-win solutions. By focusing on interests, generating options, and evaluating them based on objective criteria, parties can build trust, create value, and establish a foundation for long-term cooperation. Whether in business, diplomacy, or personal relationships, Points to Agreement offers a collaborative and effective way to resolve conflicts and achieve mutual goals.