Interest-Based Negotiation and the Conviction Lock
Positions and interests, and why the conviction lock can make principled negotiation structurally fail.
Positions pad interests with narrative.
Fisher-Ury principled negotiation teaches separating the two; the LHS Lens treats the conviction lock as the affective inheritance barrier — parties who can name the position but cannot yield the identity it expresses are negotiation-immune before the bargaining begins.
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The framework explores evidence, historical context, institutional perspectives, psychological influences, identity factors, emotional drivers, incentive structures, cognitive biases, communication patterns, and contrasting evidence.
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