Name: Rafi Renardi Sugiono

NIM: 20/454408/EK/22698
Class Resume
Instead of focusing on positions during negotiations, it’s best if we put more focus on the
interest of our negotiation. In other words, focus on the why instead of the what. This
includes both our interest and our counterpart’s interest. We can know what ours and theirs’
interests are by asking why we or they are entering the negotiation. We can also identify
underlying interests to figure out the true purpose of the proposition.
There are several types of interest, like shared interest, which is an interest shared amongst
everyone else. There’s compatible interest, where people work together to achieve the same
goal. Finally, there’s conflicting interest, where a person’s interest conflicts with how the
world around them is.
We can use interests to solve problems.
Premature judgment happens often when we are trying to negotiate with others. A belief that
forms out of behaviour or fear that warps our perception about the decision taken. This could
affect our creativity in coming up with solutions.
To solve this, separate the act of inventing actions from the act of judging actions. We could
also do some research regarding the negotiation so that we do not enter with a misguided
belief and come up with a misguided solution.