It's easy to get stuck bargaining over positions ("We won't agree to that."). The most productive negotiations focus on interests ("What problem are we both trying to solve?"). The best agreements often come from understanding interests, not simply defending positions.
Instead of debating demands, here are 5 strategies that may uncover the underlying need:
- Ask why a proposal matters (not just what is being requested).
- Separate the issue from the proposed solution.
- Look for shared operational goals.
- Brainstorm multiple ways to address the underlying concern.
- Focus on creating value before dividing it.