Focus on Interest, not Position

Focus on Interest, not Position

1. I. For a wise solution reconcile interests. not position

   • 1) Interests define the problem
     • The basic problem in Negotiation not lie in conflicting position, but in the conflict between Needs, Desires, Concerns and Fear
     • The basic problem not lies in conflicting position, but in between....
       • Needs
       • Desires
       • Concerns
       • Fear
   • 2) Behind opposed positions lie shared and compatible interests, as well as conflicting ones (take example of tenant & landlord, pg. 43)
     • Both want Well Maintained
     • Both want Good Relationship
       • BUT
         • TENANT: Allergic with fresh paint
         • Landlord: want 1st month rent payment by tomorrow
     • Both want Stability

2. II. How do you identify interests

   • Think about other choice then ask "WHY NOT"
   • Realize that each side has multiple interests
   • The most powerful interests are basic human needs
     • Security
     • Sense of belonging
     • Recognition
     • Control over one's life
     • Economic well being
   • Make a list of various intersts of each side
   • Ask "WHY"

3. III. Talk about interests

   • Make your interests come alive (be specific in ur ideas)
   • Acknowledge their interests as part of the problem (people listen better if they feel u understoold them)
   • Put the problem before your answer (give ur reasons before ur conclusion)
   • Look forward, not back
   • The queston "WHY" has two quite different meanings
   • Be concret but flexible
   • Be hard on the problem, soft on the people

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