Interests Instead of Positions
What does Interests Instead of Positions mean?
“Interests instead of positions” is a basic principle of the Harvard Concept. Instead of insisting on rigid demands (positions), it directs the view to the needs and motives behind them – the interests.
Interests Instead of Positions in Detail
A position is what someone demands (“I want a 100-euro discount”). An interest is the why behind it (“I have to keep to my budget” or “I want to be treated fairly”). The principle “interests instead of positions” says: those who only haggle over positions often end up in a hard zero-sum struggle with poor compromises. Those who instead understand both sides' interests often discover that there are several ways to fulfill them – and that interests are often easier to reconcile than rigid positions. The key is asking (about the why) and active listening. Behind opposing positions there are often partly shared, partly differing but reconcilable interests. This rethinking is the basis of integrative, value-creating negotiations and comes from the Harvard Concept. It makes negotiations more constructive, more creative, and more viable – provided both sides are willing to reveal their actual interests and take the other's seriously.
In practice, distinguishing interests and positions is one of the most important levers of successful negotiating. A position is the concrete demand, the interest is the underlying motive – the why. Positions often stand irreconcilably opposed, while behind them there are frequently reconcilable or even shared interests. Those who ask about the why open up space for creative solutions that satisfy both sides. The principle is a core component of the Harvard Concept. It is proven practice to name your own interests clearly and to explore the other side's through questions and listening. Those who only haggle over positions easily end up in deadlocks; those who address interests are more likely to find viable win-win solutions.
How do you apply the principle?
The principle directs the view from rigid demands (positions) to the underlying needs (interests). Through questions about the why and active listening, interests become visible – and are often easier to reconcile than positions. That is the basis of value-creating solutions.
Interests Instead of Positions – Examples in Practice
Instead of arguing over the price, a negotiator clarifies why the other side stays so firm. Two parties discover a shared interest behind opposing demands. A buyer asks about the supplier's actual need.
Interests Instead of Positions: Key Features at a Glance
- Position: the concrete demand
- Interest: the need/motive behind it
- Key: ask about the why, listen
- Benefit: more solution paths become visible
- Origin: the Harvard Concept
Related Terms
Would you like to recognize the interests behind positions? We support you with our “Negotiate Better – Achieve More” seminar (Intensive).
Interests Instead of Positions: Frequently Asked Questions
What does “interests instead of positions” mean?
Instead of insisting on rigid demands (positions), you direct the view to the underlying needs and motives – the interests.
What is the difference between position and interest?
The position is the concrete demand (“I want X”). The interest is the why behind it – the need or motive that drives the demand.
Why is the focus on interests better?
Because interests are often easier to reconcile than rigid positions, and several solution paths become visible – this enables value-creating, viable results.
How do you recognize the other side's interests?
Through questions about the why behind a demand and through active listening – this makes the actual needs and motives visible.