In the negotiations process, what do the underlying reasons for wanting something represent?

In the negotiation process, the underlying reasons for wanting something represent interests. Interests are the fundamental needs or desires that motivate individuals or parties to negotiate for certain outcomes. They go beyond the positions or demands communicated in a negotiation and delve into the "why" behind those positions. Understanding these interests is crucial for successful negotiation, as it allows parties to find common ground and explore options that satisfy the core needs of all involved.

For instance, one party may state that they want a higher salary, but their underlying interest might be the need for financial security or recognition of their contributions. By focusing on interests rather than just positions, negotiators can open up avenues for creative solutions that benefit all parties, potentially leading to more satisfactory outcomes than if they simply adhered to their stated positions.

In contrast, while expectations relate to what negotiators anticipate or hope to achieve, and negotiation tactics refer to the strategies employed during discussions, neither fully addresses the foundational motivations contributing to negotiation dynamics like interests do. Outcomes are the final agreements or results of negotiations but stem from the interests that were acknowledged and addressed during the process.