Which approach aims for mutual gain by focusing on underlying interests rather than positions?

The approach that aims for mutual gain by focusing on underlying interests rather than positions is principled negotiation. This method emphasizes collaboration and seeks to understand the needs and concerns of all parties involved. By identifying and discussing the underlying interests, negotiators can find solutions that satisfy both sides, rather than merely arguing over fixed positions which can often lead to an impasse or dissatisfaction.

In principled negotiation, the focus is on how the parties can achieve a win-win outcome, incorporating techniques such as separating people from the problem, focusing on interests instead of positions, generating options for mutual gain, and utilizing objective criteria to guide decisions. This contrasts sharply with positional bargaining, which typically results in a more adversarial process where each party may become entrenched in their stance, making it challenging to reach a resolution that benefits both.

Other approaches, such as adjudicative resolution and arbitration, involve third parties making binding decisions and do not inherently encourage collaborative problem-solving. Instead, they focus on determining who is right based on established laws or contractual obligations, which can overlook the interests and values at stake for the parties involved. This makes principled negotiation the most favorable method for achieving mutual benefit in disputes.