Between Interests and Values, Often Choose One Must

Adrian Borbély (), Bruno André Giraudon and Tariel Sikharulidze
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Adrian Borbély: EM - EMLyon Business School

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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.

Keywords: Valeurs; Intérêts; Star Wars; Négociation; Prise de décision (search for similar items in EconPapers)
Date: 2022-12-01
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Published in Star Wars & Conflict Resolution, Dri Press, 2022

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Persistent link: https://EconPapers.repec.org/RePEc:hal:journl:hal-05677540

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