Leo Sutic wrote: > excellent message. I have thought about the interest/position > problem and basically reached the conclusion that a group > where people can't be open about their interests as opposed > to their positions is pretty much doomed to not working.
That's quite a sharp observation -- you've stumbled upon the negotiator's dillemma. The idea is that some people cannot, often for quite valid reasons, be completely honest about their interests. The 'natural' event when two random people are negotiating is that each one will fear exposing his interests. For example, here's one interest that a person might not voice: "I wasn't so happy about the @author proposal -- I've worked extremely hard I feel I deserve recognition for it." To say such a thing might sound selfish. Here's a better example, though. Bob wants to buy something from Joe. Bob thinks it looks like $50 dollars worth of gadget, Joe knows that it's only really worth $39.95. Bob: How much does it cost? Joe: How much will you pay for it? Bob: Hmmm. $50 dollars Joe could leave it at that and be quite happy, but he thinks he can get more out of this sucker Joe: Are you trying to con me? It worth at *least* 65 Bob: $58 Joe: Ok In this situation, both 'players' are trying to hide their intial interests because they don't want to be manhandled. What do they really want? Bob wants to buy a trinket and Joe wants to sell one. Joe, unfortunately, knows some key information (the actuall price) and is well aware of the advantage that he has from the start. Both players end up 'claiming value' -- trying to get as much as they can, rather than achieving a mutually acceptable compromise. That's why mediation works so well. All parties can trust a mediator with confidential information and he can use it to move the discussion towards the mutual gain outcome. http://www.colorado.edu/conflict/peace/treatment/lax7543.htm I'm going to try to find my photocopied version of Lax and Sebenius's article on the Negotiator's Dillemma. It can never hurt to read it another time. I think the problem can be solved if everyone is committed to acheiving the best possible outcome, and if everyone is receptive to the subtle hints of interest behind every position -- does that position belong with a new interest you haven't discussed before? Any way, I'm off now. David Weitzman -- To unsubscribe, e-mail: <mailto:[EMAIL PROTECTED]> For additional commands, e-mail: <mailto:[EMAIL PROTECTED]>
