INTERESTS: THE MEASURE OF NEGOTIATION

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INTERESTS THE MEASUREOF NEGOTIATION

• Gilles Gauthier
• Institute of Applied Economics

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INTERESTS THE MEASUREOF NEGOTIATION

• 1. What is desirable (in a very general sense)
  represents an interest.
• 2. Issues are clear, but interests are less so.
• 3. Positions are explicitly stated, and they play
  a communication role. Interests are not always
  known, however.
• 4. Creativity may be stifled unless a distinction
  is made between interests and positions.

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INTERESTS THE MEASUREOF NEGOTIATION

• 5. Interests are a motivating force that creates
  positions on negotiation issues. Preferences
  (desires) are at the origin of this motivating
  force, and are subjective.
• 6. The outcome of the issues must serve the
  interests at stake.
• 7. Interests, issues and positions must be
  aligned.

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INTERESTS THE MEASUREOF NEGOTIATION

• 8. A negotiation issue often is understood
  differently by each party.
• 9. There are instrumental differences leading to
  more important objectives, and intrinsic
  interests, which lead to the fulfillment of
  preferences or desires for their own sake.

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INTERESTS THE MEASUREOF NEGOTIATION

• 10. A position (in the public sense) usually only
  serves to achieve an instrumental interest
  (achieve other, more important objectives) other
  positions may be found to achieve such
  objectives. Positions indicate a profound degree
  of commitment on the part of both parties, or a
  way to influence the dynamics of the negotiation.

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INTERESTS THE MEASUREOF NEGOTIATION

• 11. Example of interests
• - substance
• - relationship
• - process
• - precedent
• - strategy
• - principles and norms
• - reputation
• - reduction of the cost of future transactions
• - different views of justice

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INTERESTS THE MEASUREOF NEGOTIATION

• 12. The onion peel or nesting doll approach helps
  in understanding underlying interests.
• 13. Arbitration between interests
  (prioritization) must be carried out by both
  parties.
• 14. The negotiator must have an idea of the
  arbitration (prioritization) undertaken by the
  other party.

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INTERESTS THE MEASUREOF NEGOTIATION

• 15. Interests become aspiration levels.
• 16. The discovery that we have diverging
  interests prevents us from reaching our
  aspiration level (incompatibility) and generates
  disagreement in relation to the best
  alternatives.

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INTERESTS THE MEASUREOF NEGOTIATION

• IMPORTANT POINT
• When the two parties have a different view of the
  world, positions are defined within a systematic
  ideology. Thus positions, and not interests, are
  in conflict. Cognitions are in conflict.