What does 'interest-based negotiation' focus on?

Interest-based negotiation primarily emphasizes understanding and addressing the underlying needs, desires, and concerns of the parties involved in the negotiation, rather than simply focusing on their stated positions. This approach encourages negotiators to explore the motivations and interests that drive their positions, which often leads to more collaborative outcomes.

By identifying and addressing these underlying interests, negotiators can find creative solutions that satisfy all parties, rather than becoming entrenched in fixed positions. This strategy promotes communication and problem-solving, allowing for a resolution that is mutually beneficial rather than adversarial.

The other options do not align with the core principles of interest-based negotiation. Focusing on personal achievements, fixed positions, or emotional perspectives detracts from the collaborative nature of the process, which is centered around finding common ground based on genuine needs and interests.