Interests vs positions: a critique of the distinction

dc.contributor.author	Provis, C.
dc.date.issued	1996
dc.description.abstract	Getting to YES has popularized the focus on interests rather than positions in negotiation. However, sometimes an emphasis on interests, to the exclusion of the positions of the parties, can be counterproductive. Among other issues, this article highlights difficulties stemming from: ambiguities in the meanings of the two words; the significant role that positions play in negotiation dynamics, particularly in communication and in intergroup bargaining; and negotiations that hinge partly on people's values and perceptions rather than interests.
dc.identifier.citation	Negotiation Journal, 1996; 12(4):305-323
dc.identifier.doi	10.1111/j.1571-9979.1996.tb00105.x
dc.identifier.issn	0748-4526
dc.identifier.issn	1571-9979
dc.identifier.uri	https://hdl.handle.net/1959.8/43569
dc.language.iso	en
dc.publisher	MIT Press
dc.rights	Copyright 1996 MIT Press
dc.source.uri	https://doi.org/10.1111/j.1571-9979.1996.tb00105.x
dc.subject	negotiation
dc.title	Interests vs positions: a critique of the distinction
dc.type	Journal article
pubs.publication-status	Published
ror.mmsid	9915912707501831

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