Or is it achieving an objectively good outcome?
Focusing on interests compels the parties to listen carefully to each other to discover what each believes is really important.
These facts also reduce the strategies and tactics that would be wise to employ in negotiating this arrangement. This could, if caged properly and in a manner that is kind and articulate, create an even further sense of partnership.
However, when another soprano falls ill, the Lyric Opera is eager to hire Sally… but at what price? Another strategic element I would need to employ is being very direct about the current situation and using the highlights for her career to build value in a potential partnership between herself and The Lyric for upcoming performances.
See Appendix B. Positional bargaining occurs when parties do not focus on interests. Time is critical, but the correct person is just as crucial and the fact is that The Lyric does not have a viable option at this stage of the game other than Sally Soprano.
This does not mean the agents cannot or should not agree on a recommended settlement, which would not be renegotiated without new information. Focusing on the actual interests as opposed to the positions of both parties to the negotiations will keep the matter from becoming personal or polarizing and will keep an agreement that is equitable and expedient much more likely within our brief window of opportunity.
Is it winning by doing better than the other side?