Direct answer
The first move is to stop treating the surface argument as the thing to resolve, and instead separate each person's stated position (what they're demanding) from their underlying interest (what they actually need or fear), because two people can hold incompatible positions while having compatible, even identical, underlying interests.
Structured elaboration
This is the positions-versus-interests distinction from negotiation practice: a position is what someone is asking for, an interest is why they're asking for it.
- Talk to each side separately first, not together, while the surface disagreement is still hot. Ask not "what do you want" but "what happens to you if you don't get it" or "what are you actually worried about here," which surfaces the interest instead of relitigating the position.
- Look for the mismatch. Often the two stated positions look mutually exclusive ("ship now" versus "don't ship now") while the interests underneath are compatible or unrelated ("I'm worried about a customer commitment" versus "I'm worried about a specific failure mode"), which means there's a solution neither position alone would have suggested.
- Check your own read before acting on it: name the interest you think you're hearing back to the person ("it sounds like the real concern is X, is that right") rather than assuming you've diagnosed it correctly from the outside.
- Only once you can state both interests accurately do you bring the two sides back together, now around the actual problem instead of the positions they opened with.
Worked example
Two stakeholders keep arguing about which vendor to select, and the conversation keeps circling back to feature comparisons that don't seem to be moving anyone. Talking to each separately, one turns out to be worried about a renewal timeline with the incumbent vendor that nobody else in the room knows about, and the other is worried about a specific integration risk they haven't clearly articulated because the conversation kept staying at the feature-comparison level. Once both interests are on the table, the feature debate turns out to be a proxy fight, and the actual decision hinges on two much narrower, more answerable questions.
When the conflict is specifically between a client's product owner and your own engineering lead, the same diagnosis holds but the three concrete steps look like this: first, a short separate conversation with each side to surface what's actually driving their position, the product owner's real driver is often a commitment already made to their own stakeholders, the engineering lead's is often a technical risk they haven't been able to quantify yet. Second, restate each interest back to its owner to confirm you've got it right before doing anything with it. Third, bring both interests, not both positions, into a joint conversation, framed as a shared problem to solve rather than a decision to make.
Trade-offs and pitfalls
- Jumping straight to a compromise on the stated positions, splitting the difference, usually satisfies neither underlying interest and just produces a worse version of the original disagreement later.
- Assuming you've correctly guessed the interest without checking it back can send you further from resolution, since you're now negotiating a made-up problem instead of the real one.
- This diagnosis takes time you may not have if the conflict is actively blocking something urgent. Sometimes the honest move is a short-term decision to unblock, with the interest-finding conversation happening in parallel, not gating everything.
- If one side's real interest is something they're not willing to say out loud, office politics, distrust of a specific person, you may not get a clean answer from asking directly, and you'll need to read between the lines of what they avoid saying, not just what they say.