What is the main focus of "interest-based" negotiation?

The main focus of "interest-based" negotiation is on identifying and addressing the underlying interests of the parties involved rather than merely sticking to fixed positions or demands. This approach encourages participants to explore their needs, desires, and concerns, which can lead to more collaborative outcomes and creative solutions that satisfy all parties’ interests.

In interest-based negotiation, the emphasis is on problem-solving and finding common ground rather than adversarial tactics. By understanding the deeper motivations behind each party's stance, negotiators can work together to find solutions that may not have been initially apparent, leading to mutually beneficial agreements. This method is pivotal for fostering trust and open communication, as it encourages a more empathetic view of the opposing party's needs and constraints.