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Previous Sunday Morning Tip of the Week
Focus on interests, not positions. Then reconcile them with creative options.
This part of negotiation reminds me of what I train people to do for value creation.
Be careful of taking positions. A position is a thing you say you want. It's a demand that will satisfy you. The one thing you want that will make you happy. Positions often set up deadlocks/impasses among conflicting demands. We want to get away from positions.
Interest is the reason you want what you want. Focus on the underlining concern, deeper need, motivation and drive.
“How will that benefit you?”
"How else will that benefit you?"
When we focus on interest there often is less or no conflict. There could be complementary interests, and some may be easy for us to give/satisfy.
By sharing your interests, you can help the person to help you solve your problem creatively.
Once we discuss interests, invite conversations about creative options.
To me, having the skills/abilities and mindset to encourage someone to comfortably share about themselves is valuable for all involved. It is the first step, and an essential step, to successfully create value for both the person and yourself. Think trust. Can she trust you with the information she shares? Will sharing that information likely help her, and have little or no risk of hurting her? Trust and Confidentiality
Watch a Golden Retriever negotiate on Instagram.
