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4 Tutorials that teach Interest-Based Negotiation
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Interest-Based Negotiation

Interest-Based Negotiation

Author: Julie Tietz

At the end of this tutorial, the learner will understand that bargaining from interests rather than positions can lead to more satisfactory and quicker outcomes than positional bargaining.

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Terms to Know

An action, belief, or physical item that a party perceives as important or essential to his/her satisfaction or happiness.

Interest Based Negotiation

A form of negotiation in which parties interests rather than positions are focused on in an effort to get all interests fully met.


A particular way of getting an interest met, but not necessarily the ONLY way of getting that interest met.

Unexpressed Interest

A party's interest in a conflict which has not been stated or explained to anyone other than the party holding the interest.