Negotiation Cartoons: Positions Vs. Interests
Lately I have been getting interested in negotiation. Here's one of the basic concepts---positions versus interests. Positions are a what a party states they want, and interests are what motivate those assertions. When people are negotiating, the better they know each other's interests, the better chance they will have of finding the agreement that will be optimal to all parties.
You can think of interests as the tip of the iceberg---they are what are visible. But dive deeper and you will find the interests that underlay those positions.