Focus on Interest, Not Position Summary

In: Business and Management

Submitted By nancylim
Words 605
Pages 3
Problem in a negotiation does not lie in the conflicting positions but in the interest. Why this statement is important and true in negotiate? And what is true for an individual is equally true for groups and nations? However, how to convert positions to interests?

If negotiator is takes the extreme position and mere ego may prevent coming to an agreement. When you dig more into positions less attention will be given to understanding the real underlying issues and will stand on positions that are far apart from what are really going to agree and waste so much of time and energy. The more you clarify and defend your position from attack; you become more committed to your position.
A position is a one-dimensional point from a much wider range of options. If you focus on position, the potential answer is quite limited. Focusing on the substantive issue helps both parties discuss the underlying factors. Therefore, reconcile interests rather than compromising between positions leads you to options that could never be considered if you focused on your concrete positions. Dealing with actual concerns than position and expands the potential options for resolution. Perhaps behind opposed position lie shared and compatible interest. Maybe, options are not rigid objectives; they are potential solutions that would satisfy most, if not all, interests that people have if they want to solve a problem.
Example in Malaysia there is three main races – Malay, Chinese and Indian. Each one of us may have multiple interests not just one. We want to develop the economy, live all over the country, have no fight, use our own language to do our day to day work, educate children, be proud as a nation, good relations with each other. We had been the hard time to care in identifying each other’s interest to be peach and live together harmoniously. We learn each other language, respect and…...

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