A "position" is what someone says they want (e.g., "I want a 10% raise"). An "interest" is why they want it (e.g., "I need to feel valued for my extra hours"). Address the interest, and you'll find more ways to say "yes."
Negotiation isn't about talking; it's about listening. When you truly understand the other party's constraints, you gain the leverage to create a deal that actually sticks. Negotiation and Conflict Management: Essays on ...
It’s easy to get frustrated with a person, but true resolution happens when you both stand on the same side of the table to look at the issue together. A "position" is what someone says they want (e