NEGOTITATOR

Interests are what motivate a negotiator to prefer one solution to another. They are the hopes, fear and concerns of the negotiator. They are why some concerns of the negotiator. They are why someone wants something. For example, raising living standards is an interest: seeking a wage increase is an issue; and demanding a $100 raise is a position.

Fisher and Uri prescribe that interests and not the positions of the negotiators should become the focus of the negotiation. Since interests are often neglected by negotiators, this is sound advice. But issues and positions are not barriers in themselves. All negotiators must consider the details of the issues and positions on the issues sooner or later. Considering interests alone is not enough.