View on different interests --- I absolutely agree with you! We have learned to research specifically the different components of the negotiation, these can provide a 3D view on the subject negotiated upon: 2D "The classic view" --> The cake from above allows the parties only to negotiate in a way where equally the "win" for one side incurrs a loss for the other 3D "The layered view": --> The cake from above and the side. Depending on the Various components of the subject negotiated upon the BATNA varies. The parties might be ready to allow more concessions on one subject than the other leading to each party actually achieving goals by each component rather than the subject itsself.

Was that understandable? Do you have an example for such a subject matter?

Source author: Fritz Pinnow fritzpinnow@gmx.de