When you step into a negotiation, one of the most important things to know is the difference between interests and positions. It can really change how you handle negotiations. Let’s break it down:

What They Mean

• Positions are the specific things each person asks for in a negotiation. For example, if I’m selling a car, my position could be, “I want to sell it for $10,000.”

• Interests are the reasons behind those positions. In the car example, my interest might be to get enough money for a down payment on a new car.

Key Differences

1. Nature:

   • Positions are often fixed and can lead to deadlock. They sound like “I want this!” which can make the other person defensive.
   • Interests are more open and flexible. They help in finding creative solutions that can satisfy everyone involved.

2. Focus:

   • Positions focus on the “what” we want—it's about the end result.
   • Interests focus on the “why” we want it—this looks at our needs and motivations.

3. Outcome:

   • Sticking to a position can create a competitive environment where each side holds their ground, possibly resulting in a win/lose situation.
   • By understanding interests, you can often find solutions that let both sides win or feel good about the agreement.

How to Use This

When I negotiate, I try to shift the talk from positions to interests. Instead of saying, “I’ll only sell my car for $10,000,” I might say something like, “I’m looking to cover the costs for a new car.” This opens up a conversation and can lead to other options, like trading the car in or setting up a payment plan that works for both me and the buyer.

Conclusion

Knowing the difference between interests and positions can completely change how you negotiate. Instead of getting stuck on fixed requests, looking at interests can lead to teamwork and new ideas. It’s about finding common ground and creating win-win situations for everyone. So next time you negotiate, pause and think about the interests involved—it could be your secret advantage!