Negotiation Skills · glossary
The need behind an ask. Polgarrow needs its vans back fast, because bread that misses a round cannot be sold. Interests often fit together where positions clash, so write down both sides’ interests before the talks. Preparation Sheet, point 1 (internal) · Chapter 2 · see Position
Explained in Chapter 2, Interests vs Positions: How to Prepare a Negotiation, of Negotiation Skills.
A position is what a side asks for, such as five years. An interest is the need behind the ask. Two positions can clash while the interests behind them fit together. So before the talks, you write down both sides’ interests in a preparation sheet. Kestrow, the garage that services Polgarrow’s vans, has not given all its reasons, so its part of the sheet holds guesses.Read Chapter 2, Interests vs Positions: How to Prepare a Negotiation →
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This term is part of one fictional contract renewal, from the first letter to heads of terms, with every document attached and a test after every chapter. Open Negotiation Skills → · All terms A–Z →