This document discusses strategies for negotiating by focusing on interests rather than positions. It recommends identifying interests by asking why each side has taken their position and putting yourself in their shoes. Interests represent needs, desires, concerns and fears, while positions are ways to satisfy interests. The document provides tips for having a constructive discussion about interests, such as acknowledging the other side's interests, being specific about your own interests, and looking to the future rather than arguing about the past.

1. Focus on INTERESTS, Not
Positions
Han Jiaying 2017535005
Chen Jiaqi 2017535001
2019 March 19th

2. CONTENTS
Reconcile interests, not positions1
2 How do you identify interests?
Talking about interests3

3. Reconcile interests, not
positions
Interests define the problem.
For every interest there usually
exist several possible positions
that could satisfy it .
The basic problem in a negotiation lies not in conflicting
positions, but in the conflict between each side's needs,
desires, concerns, and fears.
Also, behind opposed positions lie many more interests
than conflicting ones.

4. How do you identify
interests?
Ask "Why?
Put yourself in their shoes
Ask "Why not?" Think about their
choice
Identify the basic decision that those on the other
side probably see you asking them for
Realize that each side has
multiple interests.
The most powerful interests are
basic human needs
Make a list

5. VS
IF I SAY YES
— I sell out the Revolution.
— I will be criticized as pro-
American.
— The others will probably not
agree with me; if they do and we
release the hostages, then:
— Iran looks weak.
— We back down to the U.S.
— We get nothing (no Shah, no
money). — We do not know what
the U.S. will do.
BUT:
+ There is a chance that economic
sanctions might end.
+ Our relations with other nations,
especially in Europe, may improve.
•Question Faced: "Shall I press for immediate release of the American hostages?”
•Presently perceived choice of: An Iranian Student Leader
IF I SAY NO
+ I uphold the Revolution.
+ I will be praised for defending Islam. + We will
probably all stick together.
+ We get fantastic TV coverage to tell the world
about our grievances.
protection against U.S. intervention.
…
BUT:
— Economic sanctions will no doubt continue.
— Our relations with other nations, especially in
Europe, will suffer.
…
HOWEVER:
+ The U.S. may make further commitments about
our money, nonintervention, ending sanctions, etc.
+ We can always release the hostages later.

6. Find a checklist of consequences such as the
following
Impact on my interests:
•Will I lose or gain political support?
•Will colleagues criticize or praise me?
Impact on the group's interests :
•What will be the short-term consequences? The long-term
consequences?
•What will be the economic consequences (political, legal,
psychological, military, etc.)?
In constructing the other side's presently perceived choice the first
question to ask is "Whose decision do I want to affect?" The
second question is what decision people on the other side now
see you asking them to make.

7. How do you identify
interests?
Ask "Why?
Put yourself in their shoes
Ask "Why not?" Think about their
choice
Identify the basic decision that those on the other
side probably see you asking them for
Realize that each side has
multiple interests.
The most powerful interests are
basic human needs
Make a list

8. Talking about
interests
Make your interests come alive
Acknowledge their interests as
part of the problem
Put the problem before your
answer
One guideline is be specific. Concrete
details not only make your description
credible, they add impact
If you want the other side to appreciate your
interests, begin by demonstrating that you
appreciate theirs
Give your interests and reasoning first and
your conclusions or proposals later

9. Look forward, not back.
Be concrete but flexible.
Be hard on the problem, soft
on the people.
Instead of arguing with the other side about
the past ， talk about what you want to have
happen in the future.
"Illustrative specificity" is the key concept
Successful negotiation requires being both
firm and open
Talking about
interests

10. THANKS FOR
WATCHING!