The last time I advocated to separate the people from the problem to get your counterpart on board to help you make a change happen or solve a problem.

Today is about interests and positions.

We all know the bargaining during vacations. A vacationer wants a souvenir for a low price. The vacationer typically starts by asking for the price. Of course the vacationer rejects the first offer from the seller, believing that it is too high. And so it wents on with new price offer, new rejection and so on.

What if you don’t start like the vacationer. What if you start by asking questions like “Who did it and how long did it take?” or “Whereof is it made?”. After gaining some knowledge you decide whether you want to ask for the price. No matter if you feel the price is too high ask “Why do you think this price is reasonable?”.

How often did you have the feeling that you attend at a bargaining in a business meeting? Far too often, I guess.
Somehow all negotiations start with positioning. We are used to it. Only very rarely people reject that trend.

So, don’t be surprised if people state in a negotiation “We will not pay more than 100,000 EURO”. Do not attack their position. Instead, think “Well, we all have our expectations.” and ask “Why do you believe this is a fair price?” or “Why don’t you want to pay more?”. This way you identify the interests behind their positions. Maybe, what they say makes sense to you and 100.000 EURO is fair?
Before you express your point of view communicate your interests. This ensures that you build on a strong base.

Their are some common interests across negotiations everybody around the world want to see satisfied: security, guidance, wisdom and power. Oh, and everybody wants to look good.

You find more information in Getting To Yes by Roger Fisher, William Ury and Bruce Patton.