Chapter 2 of 10All chapters
Chapter 2 of 10
Positions and interests
Why, not what.
The distinction
A position is the demand; the interest is the need behind it. Two incompatible positions frequently hide interests that can both be satisfied.
- The classic example: two people want one orange, one for juice and one for zest.
- Ask why and what for, several times, politely.
Multiple issues
A single-issue negotiation is purely distributive: your gain is their loss. Adding timing, scope, volume and payment terms creates room to trade.