How to Prepare and Practice for Negotiation
Interests vs. Positions
"This is what I want. This is what I'm willing to do." This is our position. It's what we say we want. Say you're negotiating a salary raise with your boss. Your position might be: "I've compared my salary to other people doing similar work. I think I should get a $10 per hour raise to bring me in line with my peers." When we frame it like this, it becomes virtually impossible to accept any other solution, but when we identify our interests, more possibilities present themselves.
Examining Your Interests
The Other Party's Interests
Contributed by John Curtis, Attorney and Conflict Coach