Chapter 3: Focus on Interests, not Positions

Chapter 3: Focus on Interests, not Positions

1. People’s positions during negotiations are meant to achieve certain interests they hold

   • Positions and interests are not the same
     • Figure out what both sides’ interests are, and find new ways to satisfy them with new positions that please both parties.

2. Ask Questions:

   • Why?
   • Why Not?

3. Construct a chart that shows what they stand to lose or gain.

4. Remember Important Factors:

   • What other people will think of them if they pursue a certain position
   • Whether a given negotiated outcome will set a precedent
   • Short- and long-term consequences

5. Some time negotiations stand on certain basic needs

   • Which means that not every one is trying to screw you over

6. Write down both sides’ interests

   • Make sure all sides are aware of the interests of all others.

7. Do not get personal during negotiations, and be willing to change positions, but never sacrifice your interests.