What is a consequence of failing to focus on interests in negotiation?

Focusing on interests in negotiation is crucial because it allows parties to uncover the underlying motivations and needs behind their positions. When negotiators prioritize their stated positions rather than their interests, they often become entrenched in their positions. This rigidity can lead to a stalemate where neither party is willing to budge, resulting in unresolved issues.

In contrast, when negotiators focus on interests, they can explore creative solutions that address the underlying needs of both parties, leading to more sustainable and mutually beneficial outcomes. The options suggesting benefits of mutual outcomes or simplified processes do not adequately capture the risk involved when interests are overlooked. By not addressing fundamental interests, negotiations can become stuck, leaving parties frustrated and without resolution.