When we think about negotiation, we often imagine two sides sitting across the table, each stubbornly arguing for what they want. While this approach is common, it’s only one way to negotiate—and not always the best way. Understanding the difference between interest-based and position-based negotiations can help you resolve conflicts more effectively and reach better outcomes for everyone involved. Let’s break it down in simple terms.
Position-Based Negotiations: Holding Your Ground
In position-based negotiations, each side focuses on their position—what they want—and works to defend it. The goal is usually to win or get as much of what you want as possible. Think of it like two kids fighting over the last slice of cake. One says, “I want the whole piece!” and the other says, “No, I want the whole piece!”
Key Characteristics:
- Focus: What each side wants (their position).
- Tactics: May involve arguing, insisting, or even making threats.
- Outcome: Often results in compromises where neither side gets exactly what they want.
Example:
Imagine two coworkers, Sarah and Tom, arguing over who gets the corner office. Sarah insists, “I’ve been here longer, so I deserve it.” Tom argues, “I manage a bigger team, so I should have it.” Both are stuck defending their positions, and the conflict escalates.
Interest-Based Negotiations: Solving the Problem Together
Interest-based negotiations, on the other hand, focus on the underlying interests or needs behind each person’s position. Instead of arguing about what you want, you explore why you want it. This approach turns the negotiation into a collaborative problem-solving process.
Key Characteristics:
- Focus: The underlying reasons, needs, or motivations (interests).
- Tactics: Open communication, asking questions, and brainstorming solutions.
- Outcome: Often results in creative solutions that satisfy both sides.
Example:
Let’s revisit Sarah and Tom. Instead of arguing about the office, they discuss why they want it. Sarah explains that she values privacy because she often handles sensitive client calls. Tom shares that he needs a larger workspace to collaborate with his team. With this understanding, they brainstorm alternatives: Sarah takes a smaller, private office, and Tom gets a spacious area near his team.
Comparing the Two Approaches
| Aspect | Position-Based | Interest-Based |
|---|---|---|
| Focus | What each side wants | Why each side wants it |
| Mindset | Win-lose | Win-win |
| Approach | Defending positions | Exploring underlying interests |
| Outcome | Often leads to compromise | Often leads to mutual satisfaction |
| Example | “I want the whole cake!” | “Why don’t we share the cake?” |
When to Use Each Approach
While interest-based negotiation is often more effective, there are times when a position-based approach might be appropriate. For example:
- Position-Based: When time is limited, or the issue is straightforward (e.g., negotiating a fixed price for a car).
- Interest-Based: When relationships matter, or the issue is complex and involves multiple factors (e.g., resolving a workplace conflict).
Tips for Interest-Based Negotiations
- Ask “Why?”: Instead of assuming the other side’s position, ask questions to uncover their true needs.
- Share Your Interests: Be open about your own motivations to build trust.
- Collaborate on Solutions: Brainstorm options together and look for creative ways to satisfy both sides.
- Separate People from the Problem: Focus on the issue, not personal differences.
- Stay Flexible: Be willing to explore new ideas rather than sticking rigidly to your position.
A Simple Illustration: The Orange Problem
Two siblings are fighting over an orange. Each insists, “I want the orange!” After some discussion, their mother asks why they want it. One says, “I need the juice for a recipe,” while the other says, “I need the peel for an art project.” By focusing on their interests, they realize they can share the orange—one gets the juice, and the other gets the peel.
This story captures the essence of interest-based negotiation: understanding the why leads to better solutions.
Conclusion
Negotiation doesn’t have to be a battle of wills. By shifting from a position-based approach to an interest-based one, you can transform conflicts into opportunities for collaboration. Whether you’re dividing cake, assigning offices, or solving global disputes, focusing on interests helps everyone walk away feeling heard and satisfied.
Photo by Timur Weber: https://www.pexels.com/photo/man-and-a-woman-arguing-8560303/