Focus on interests, not positions

Dig beneath what each side demands to why they want it — the interest, not the stance.

Why it works

A position is one solution a person has fixed on; the interest is the underlying need it was meant to satisfy. Positions clash because they’re single points, but interests are multiple and often compatible — so working at the interest level reveals overlaps that positional bargaining hides. Most interests can be met in more than one way.

How to do it

1. For each demand, ask "why?" and "why not?" until you reach the underlying need.
2. List your own interests and your best guess at theirs before you talk numbers.
3. Acknowledge their interests as part of the problem, then look for solutions serving both.

Evidence

A foundational tenet of the Harvard Negotiation Project. The interests-vs-positions distinction is widely taught and consistent with research on integrative bargaining, though the book itself is a framework, not an experiment. (mechanistic)

Mechanistically sound and widely adopted; treat it as a well-reasoned framework rather than a single quantified study.

Common mistake

Negotiating the two stated positions as if they’re the only options, so the talk becomes a tug-of-war with no room to create value.