About this document
Understanding Interests in Negotiation by Lucija Habensus is a document available to read on EtoBox.
The document discusses the distinction between interests, positions, needs, and values in conflict situations, emphasizing that interests are the underlying desires driving positions. It highlights the effectiveness of interest-based negotiations in resolving disputes by focusing on mutual interests rather than entrenched positions. Additionally, it notes the limitations of this approach when conflicts involve fundamental human needs or values, which are often non-negotiable.
- Author
- Lucija Habensus
- Language
- EN