Principle 7 - For solutions to be lasting they must be based on interests rather than positions. Interests define the problem. It is very common, however, for interests to gel into positions. Positions are steadfast decisions that we make based upon our interests. Positions are the trenches we dig for ourselves to remind us of what we cannot tolerate rather than what we can.
Positions suggest that others' needs are unreasonable.
If positions determine the direction of the negotiations, resulting agreements are not likely to be either mutually satisfying or long lasting. This enables them to get closer to the underlying interests. Focusing on interests enables more options and solutions to emerge. Focusing on interests also gets to the heart of the problem. Principle 8 - The dispute management process must be flexible.