Getting Below the Surface: The PIN Model
Leading Through Conflict: A Department Chair’s Guide Resource 3 · Framework + Scenario 15–18 min What someone says they want and what they actually need are almost never the same thing. When a faculty member says “I refuse to teach that course” or “this committee assignment is unfair,” they are stating a position — what they want, or don’t want, right now. That position is real and worth taking seriously. But it is the tip of an iceberg. Beneath it are the interests driving that position, and beneath those are the deeper needs that give those interests their urgency. Chairs who respond only to positions get stuck in binary standoffs. Chairs who learn to ask about interests and needs find pathways forward that neither side had seen. This resource introduces the PIN model — Position, Interests, Needs — and shows you what it looks like in practice. The PIN Framework P Position Above the surface What someone says they want — their stated demand or stance. This is what you hear first. It is often absolute, sometimes urgent, and frequently not the real issue. Positions are visible and easy to respond to — which is exactly why they can lead […]
