Understand the difference between interests, positions, and issues. Elizabeth Robillard helps you figure out what you need (your interests), what is important to them (their interests), and how you should never negotiate about a single issue.
- What's the key to a good negotiation?…Knowing what you want.…But you can't get what you want…if you don't know what that is.…To clarify what you want,…you need to understand the difference…between the issues you are negotiating about,…your position on those issues,…and the interests that back up your positions.…Let's review the concepts of issues,…positions, and interests, one at a time.…Issues are the subjects of your negotiation.…They are what you are negotiating about.…
It might be salary, a new role or opportunity,…or a different work schedule.…It is the issue at hand.…A position is your demand.…If the issue you are negotiating about is salary,…then your position might be that you want an 8% raise.…If the issue you are negotiating about is for a new role,…your position might be, "I want the job…of assistant manager."…Typically when we prepare to negotiate,…we focus on our position, the specific thing we want.…
The problem is that our position is often opposed to that…of the person we are negotiating with.…If I want an 8% raise, and the standard is 4%,…
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- The importance of negotiation
- Avoiding common negotiation pitfalls
- Determining what you really want
- Gathering relevant information
- Understanding bargaining power
- Determining your best alternative
- Anchoring your negotiation with options
- Making mutually beneficial agreements
- Anticipating responses
- Getting negotiations started
- Asking good questions