Negotiation & Persuasion

Reach agreement without losing yourself

Novice

Mastery0%

Novice

Concept 02 of 19

framework

Positions versus interests

What they're demanding vs. why they want it.

Definition

A position is what someone demands on the surface. An interest is the underlying need that demand is trying to satisfy.

Step 1

In one or two sentences, what do you think this concept means? Wrong is fine; the small struggle is what makes the answer stick.