Focusing on what people really care about instead of just what they demand is the key to successful negotiations. Here’s why this way of thinking works so well:
Positions are the exact things you ask for or want. For example, one person might say they want a product for $100.
Interests are the reasons behind those demands. In this example, the seller might want to sell the product to cover costs and make some money. Meanwhile, the buyer wants a good deal and a quality product.
More Options: When negotiators talk about their interests, they can think of many more solutions. Instead of getting stuck on just one price, they can discuss things like payment plans, extra services, or discounts that work for both sides.
Better Relationships: When people understand each other’s interests, it builds empathy and trust. For example, if the seller knows that the buyer cares about fast delivery, they might choose to ship the product quicker, which improves their relationship.
Spark Creativity: When interests are the main focus, both sides can come up with new ideas. For instance, if a contractor wants to charge $10,000 (this is their position) but actually cares about having a long-term partnership (this is their interest), they might agree to a lower fee in exchange for more work later.
Imagine a job negotiation. The employer wants to keep salary costs low (this is their position), while the job candidate wants a higher salary (this is their position). If they both dig deeper into their interests, they might find that the candidate also values having flexible work hours. The employer could then offer flexible hours along with a small pay raise, satisfying both needs.
By focusing on what really matters to each party, negotiators can find creative solutions that work for everyone. This approach leads to better outcomes for all involved!
Focusing on what people really care about instead of just what they demand is the key to successful negotiations. Here’s why this way of thinking works so well:
Positions are the exact things you ask for or want. For example, one person might say they want a product for $100.
Interests are the reasons behind those demands. In this example, the seller might want to sell the product to cover costs and make some money. Meanwhile, the buyer wants a good deal and a quality product.
More Options: When negotiators talk about their interests, they can think of many more solutions. Instead of getting stuck on just one price, they can discuss things like payment plans, extra services, or discounts that work for both sides.
Better Relationships: When people understand each other’s interests, it builds empathy and trust. For example, if the seller knows that the buyer cares about fast delivery, they might choose to ship the product quicker, which improves their relationship.
Spark Creativity: When interests are the main focus, both sides can come up with new ideas. For instance, if a contractor wants to charge $10,000 (this is their position) but actually cares about having a long-term partnership (this is their interest), they might agree to a lower fee in exchange for more work later.
Imagine a job negotiation. The employer wants to keep salary costs low (this is their position), while the job candidate wants a higher salary (this is their position). If they both dig deeper into their interests, they might find that the candidate also values having flexible work hours. The employer could then offer flexible hours along with a small pay raise, satisfying both needs.
By focusing on what really matters to each party, negotiators can find creative solutions that work for everyone. This approach leads to better outcomes for all involved!