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Between Interests and Values, Often Choose One Must

Author

Listed:
  • Adrian Borbély

    (EM - EMLyon Business School)

  • Bruno André Giraudon
  • Tariel Sikharulidze

Abstract

This chapter will look at human motivators in situations of conflict and negotiation, focusing on the implications of distinguishing between interests and values. Conventional wisdom in negotiation and conflict is to understand the motivators behind the parties' positions before looking for solutions that respond to a maximum of such motivators. All too often, though, we think of motivators simply as interests. In doing so, we ignore another type of motivators: values.

Suggested Citation

  • Adrian Borbély & Bruno André Giraudon & Tariel Sikharulidze, 2022. "Between Interests and Values, Often Choose One Must," Post-Print hal-05677540, HAL.
    • Handle: RePEc:hal:journl:hal-05677540
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