Negotiation Framework: Focus on Interests

Focus on Interests

Negotiations often stall when people focus on interests: I’m willing to pay $10,000. No, it will cost $15,000. I need it done by Monday. That’s impossible, we can’t have it ready until Wednesday. While such interchanges are common during preliminary negotiation discussions, managers must prevent this initial posturing from becoming polarized. When such positions are…

Categorized as Negotiation