jom study

Type of interest in a negotiation situation

1.   Substantive interests

-         Are related to focal issues that are under negotiation- economic and financial issues such as prices or rate, or the substance of a negotiation such as the division of resources.

2.   Process interests

-         Are related to how the negotiation unfolds.  One party may pursue distributive bargaining because he enjoys the competitive game of wits that comes from nose -to -nose, hard - line bargaining.

-         Another party may enjoy integrative negotiating because she believes she has not been consulted in the past and wants to have some say in how a key problem is resolved.

3.   Relationship interests

- speak to the value of the ongoing relationship between the parties and the future of that relationship.

-         Intrinsic relationship interest exists when the parties value the relationship both for its existence and for the pleasure or fulfilment that sustaining it creates.

4.   Interest in principle.

-         Certain principles -concerning what is fair, what is right, what is acceptable, what is ethical, or what has been done in the past and should be done in the future.

-  may be deeply held by the parties and serve as the dominant guides to their action.