In interest-based negotiation, the problem is defined in terms of the interests of each side's needs, desires, concerns and fears, rather than the positions of each party.

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In interest-based negotiation, the focus is on identifying and addressing the underlying interests of each party, rather than simply stating their positions on the issue. By doing so, negotiators can find mutually beneficial solutions that satisfy the interests of all parties involved.

In Interest-Based Negotiation, the Problem Is Defined in Terms of the Interests