Managerial Negotiation

HR – 405

Assignment on
Focus on Interest not Position

Submitted to
Ms. Tasneem Tarannum
Assistant Professor
Department of Business Administration

Submitted by
Claudia Archona Das
ID: 19206003
Masters of Business Administration

University of Asia Pacific

Submission Date: 05 November, 2020

Focus on Interests, Not Positions
Negotiators often waste time arguing over who should get their way or, alternatively, trying to
find a compromise point in between the two firm positions they have staked. In principled
negotiation, negotiators look beyond such hard-and-fast positions to try to identify underlying
interests—their basic needs, wants, and motivations.

An example illustrates about you should focus on interests, not positions. Two men get into an
argument at a library because one wants to keep a window open while the other wants to close it;
neither is willing to go halfway. The librarian asks each man for his reasons. One wants the
window open to get fresh air; the other wants it closed to avoid a draft. So, the librarian opens a
window in an adjoining room to provide airflow and avoid creating a draft. She resolved the
conflict by focusing on the men’s underlying interests rather than their positions on opening or
closing a particular window. The librarian focused on interests, not positions.

Discussion about why we should Focus on Interest, not Position

From my point of view I would like to give some discussion about position versus interest.
Because when we will understand the individual theory about position and interest then we can
identify why we should focus on interest rather than position when it comes to negotiation.

Positions:  Parties in conflict have a natural tendency to think and talk in positions. Positions are
statements or demands framed as solutions. Positions often involve incomplete information,
hidden agendas, and "bottom line" posturing. Arguing and bargaining using your position leads
to impasse or compromise, and rarely leads to creative, win/win solutions.

Interests:  Underneath the arguments of positions lie interests. Interests are broader than
positions. The good communicator’s role is to try direct the focus away from your position and
the other person’s positions and to explore what you are really interested in. Exploring interests
helps both persons to develop common solutions. Understanding you own interests unlocks new
ideas and solutions. Understanding the other person’s interests can help move the discussion
towards solutions which meet needs on both sides.

Reconciling interests works better than trying to compromise on positions because:

● For every shared interest, there are several positions that would satisfy it. But people
often pick the most obvious position, and don’t move to another if it doesn’t work.
● Behind conflicting positions, there are more shared interests than conflicting ones.

You may neglect to look for shared interests because you assume that the other side opposes
your position, your interests and theirs are in opposition too.

Example of Focus on interests, not positions

Imagine that two siblings disagree about where to host their parents’ anniversary party. One
wants to have it at a restaurant because it’s hassle free and easy to arrange. While the other
wants to have it in her home because it’s less costly. They only make headway when they
identify their deeper interests: the former doesn’t have a lot of time to devote to preparation,
while the other is concerned about the cost. Armed with this understanding of each other’s
interests, their parents do some research and decide to host the party at their society hall where
they living, which is relatively inexpensive as well as easy to arrange and close to their home.

Here the decision is made by their parents acknowledge by their children’s interest not by their
position based on age. By using their community hall they don’t have to spend money on
restaurant booking and also can arrange the food, decorations other stuffs by event management.
As well as it will be hassle free, time consuming and easy for preparation because it’s out of the
house but also in the same building community.