1. Positions vs. Interests in Negotiating Agreements
POLR Negotiated Rulemaking
October 2006

2. What is a “position”?
Position - a statement about what you want to happen. One solution to a problem.
Examples:
You should get rid of your dog.
The church definitely should buy a new organ.
You have to be home by 10 pm.
You’ve looked at material to understand organizations
You’ve looked at bringing about organizational change: Ginny McKay talked to you about Sunset and its review of the Texas Workforce Commission
Now its time to understand how standards help you decide what to change. Implicit in Ginny’s material
Goal
Structure
10/06

3. What is an “interest”? Example 2:
Interest – the need or needs underlying a position
Example 1:
Position: You should get rid of your dog.
Underlying interest: I need to get more sleep but your barking dog makes that difficult. (I work night shifts and sleep during the day.)
Example 2:
Position: The church definitely should buy a new organ.
Underlying interests:
We’re afraid that we won’t have enough money to keep fixing our old organ, which keeps breaking down.
Good organ music is something we like and want to keep.
10/06

4. Why think about “interests”?
Interests express the underlying needs
Knowing these needs makes it much easier to identify various possible solutions
10/06

5. Knowing interests helps open the dialog to more potential solutions
Possible Solutions
Get rid of the dog (original position)
Interest
I need to get more sleep but your barking dog makes that difficult
Keep the dog indoors at identified times
Move the dog’s pen to the other side of the yard
Make an effort to train the dog
10/06

6. To help move a discussion:
Listen for interests in the dialog.
Explore for unvoiced interests through open-ended questions, such as:
Why do you want your neighbor to get rid of the dog?
What about this situation bothers you?
Could you please explain in more depth what you are trying to accomplish?
Try to listen to these interests with an open mind.
10/06

7. What does a successful interest-based negotiation look like?
Parties have an understanding of each others’ interests.
Parties explore various options that address the interests of the various participants.
Parties find the combination of options that addresses the expressed interests to an acceptable degree for the group as a whole.
10/06