A substantive interest refers to the objective needs that a party wants to have satisfied or exchanged as a result of negotiations.
In essence, these are the tangible or measurable outcomes a person or group aims to achieve when engaged in discussions to reach an agreement. Unlike relational or process interests, which focus on the relationship or how the negotiation is conducted, substantive interests are directly about the desired 'stuff' or quantifiable results.
Understanding Substantive Interests
According to the definition, substantive interests represent concrete requirements or gains sought in a negotiation. They are considered "objective needs" because they often relate to specific resources, assets, or performances that can be clearly defined and measured.
Think of them as the "what" of the negotiation outcome. What does each party ultimately want to walk away with?
Examples of Substantive Interests
Based on the provided information, substantive interests can include a variety of concrete needs. Examples highlighted are:
- Financial remuneration: Money, payment, salary, compensation.
- Property: Ownership or use of physical or intellectual assets.
- Performances: Services to be rendered or actions to be taken by one party for another.
- Time expenditure: Allocation or commitment of time by one or more parties.
These examples illustrate that substantive interests cover the material, financial, or performance-based aspects central to many negotiation scenarios. Satisfying these objective needs is a primary goal for parties involved in negotiations.
