Interests vs. positions: A critique of the distinction

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.He is co-editor of the recent bookThe New Industrial Relations in Australia (Sydney: Federation Press, 1995).