Move beyond positions to identify the underlying interests, needs, and constraints in a negotiation.
This deck is for anyone working on fundamentals related to Negotiation, from beginner to intermediate.
You will work on points such as: In negotiation, what is an underlying interest? · What is the key difference between positions and interests? · In negotiation, how do interests differ from needs?.
1In negotiation, what is an underlying interest?
Answer: A reason, goal, or concern that makes a position matter.
2What is the key difference between positions and interests?
Answer: Positions state a chosen solution; interests explain why that solution is desired.
3In negotiation, how do interests differ from needs?
Answer: Needs are non-negotiable essentials; interests are flexible ways to satisfy them.
4In negotiation, what distinguishes a constraint from an interest?
Answer: A constraint is an external limit; an interest is an internal motive or desire.
5In negotiation, what is a position?
Answer: A specific stated demand or solution a party claims to want.
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