When you enter a negotiation, it’s really important to know the difference between interests and positions. This difference can change everything! Let’s break it down.
Positions are basically what you say you want. They are the specific things you ask for during the negotiation.
For example, if you are at a car dealership, your position might be, “I want this car for $20,000.” It’s clear and straightforward, but it can also be limiting. Positions can feel competitive and might lead to a standoff, where both sides are just trying to get what they want without much room to give.
Here are some key points about positions:
Interests are the real reasons behind the demands you make. They are more about your needs, wants, and motivations. So, instead of just saying, “I want this car for $20,000,” think about the real reason. Maybe your interest is that you need a reliable car that fits in your budget.
Here are some important traits of interests:
Working Together vs. Competing: When you know your interests and those of the other person, you can shift from competing to working together. This can change a standoff into a conversation about how to meet both of your needs.
Solving Problems: Focusing on interests helps you find solutions that might not be obvious at first. Instead of just trying to get a lower price, you might realize that both of you care about getting good value in the long run.
Building Better Relationships: Talking about interests helps create understanding and empathy, which positions often lack. This is really important when you might work with someone again in the future.
In short, know what your positions are, but also dig deeper into your interests. The more you understand your own interests and those of the other party, the better your chances of reaching a satisfying agreement. Remember, negotiation isn’t just about making a deal—it's also about building relationships and understanding what drives everyone involved.
When you enter a negotiation, it’s really important to know the difference between interests and positions. This difference can change everything! Let’s break it down.
Positions are basically what you say you want. They are the specific things you ask for during the negotiation.
For example, if you are at a car dealership, your position might be, “I want this car for $20,000.” It’s clear and straightforward, but it can also be limiting. Positions can feel competitive and might lead to a standoff, where both sides are just trying to get what they want without much room to give.
Here are some key points about positions:
Interests are the real reasons behind the demands you make. They are more about your needs, wants, and motivations. So, instead of just saying, “I want this car for $20,000,” think about the real reason. Maybe your interest is that you need a reliable car that fits in your budget.
Here are some important traits of interests:
Working Together vs. Competing: When you know your interests and those of the other person, you can shift from competing to working together. This can change a standoff into a conversation about how to meet both of your needs.
Solving Problems: Focusing on interests helps you find solutions that might not be obvious at first. Instead of just trying to get a lower price, you might realize that both of you care about getting good value in the long run.
Building Better Relationships: Talking about interests helps create understanding and empathy, which positions often lack. This is really important when you might work with someone again in the future.
In short, know what your positions are, but also dig deeper into your interests. The more you understand your own interests and those of the other party, the better your chances of reaching a satisfying agreement. Remember, negotiation isn’t just about making a deal—it's also about building relationships and understanding what drives everyone involved.