Question

In interest-based bargaining, what is the purpose of using objective criteria instead of subjective demands?

Accepted Answer

In interest-based bargaining, the purpose of using objective criteria is to resolve conflicts based on fair standards rather than a contest of wills or subjective demands. A subjective demand is a position based on personal preference or opinion, such as claiming a salary should be higher simply because one desires more money. Objective criteria are independent, external standards or benchmarks that both parties agree are legitimate and fair, such as market data, legal precedents, expert opinions, or industry costs. By anchoring the negotiation in these facts, parties move away from positional bargaining where each person digs into their own demands, which often leads to gridlock. Using objective criteria protects the relationship between parties because it shifts the focus from arguing against each other to solving a shared problem against a neutral standard. For example, if two parties disagree on the rent for a commercial property, instead of just arguing over a number, they can agree to use the average rental rate for similar buildings in the same neighborhood as the benchmark. This creates a decision-making process based on logic and fairness rather than coercion, making it easier for both sides to accept the outcome without feeling like they have lost or conceded to the other person&#x27;s power.

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In interest-based bargaining, what is the purpose of using objective criteria instead of subjective demands?