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SESK: Stuff Everyone Should Know · sesk.info/cadet-interests-not-positions

Two cadets argue over the last practice slot. In principled bargaining, what should they focus on first?

Their interests, not their positions.

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  1. Who can argue the longest
  2. Their positions, holding firm
  3. The interests behind what each wants ✔

Why: Principled bargaining asks why each side wants something. Hard bargaining to win at all costs, or giving in to keep the peace, rarely leads to a fair result that lasts.

Huh, didn't know that: The other principles: separate the people from the problem, invent options for mutual gain, and talk so people will listen.

The dad joke
Why did the two pilots share the runway? They found a common interest in taking off.
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References

Answer: The interests behind what each wants. Principled bargaining asks why each side wants something. Hard bargaining to win at all costs, or giving in to keep the peace, rarely leads to a fair result that lasts.

  1. Learn to Lead, Volume 4: Strategic Perspectives, reading 16.4 (Civil Air Patrol) www.gocivilairpatrol.com/media/cms/Volume_4_Web_4028F891F0A14.pdf
    (1) focus on interests, not positions, (2) separate the people from the problem
    Checked 2026-10-10.

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