Assumptions of the Competitive Approach There are certain assumptions, a world view really, that lie behind the competitive approach to negotiation. Foremost among these risks are damage to the negotiating relationship and a lessened overall likelihood of reaching agreement. This approach consists of joint problem-solving, where gains are not necessarily viewed as at the expense of the other party. As one might expect, there is a different world view behind the integrative approach to negotiation. Focus on Interests, Not Positions Positions may be thought of as one dimensional points in a space of infinite possible solutions.
Positions are symbolic representations of a participant's underlying interests.
In negotiation, there are multiple, shared, compatible, and conflicting interests. Also note that focusing on interests tends to direct the discussion to the present and future, and away from the difficulties of the past. The past may help us to identify problems needing solution, but, other than that, it does not tend to yield the best solutions for the future. Before seeking to reach agreement on solutions for the future, Fisher and Ury suggest that multiple solution options be developed prior to evaluation of those options. The typical way of doing this is called brainstorming.