Comms Lab: Episode 35
Negotiation: Positions vs Interests
In Getting to Yes, Roger Fisher and William Ury advocate for the use of interest-based negotiation rather than position-based negotiation.
But what’s the difference? And why is it important?
This video answers both of those questions. Plus, it’s kind of funny. Stick around for the bonus section with Chris Voss.
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0:00 – Position-based Negotiation
1:26 – What are Positions?
1:53 – What are Interests?
2:06 – Interest-based Negotiation
2:49 – Bonus: Why? What? How?
- Fisher R, Ury WL, Patton B. Getting to Yes: Negotiating Agreement Without Giving In. 2011
- Voss C. Never Split the Difference: Negotiating As If Your Life Depended On It. 2016
- Voss C. Never Split The Difference. TED talk
A path to highly effective communication skills
Hayden is an emergency physician at University Hospital Geelong and a senior lecturer at Deakin University, Geelong. He is somewhat obsessed with the science and art of effective communication, and in particular: difficult conversations. He believes that we can all get better at having difficult conversations, and that the process of learning to do so can be seriously fun.
Hayden is also an avid but terrible surfer, ad hoc gardener, and dad to two awesome kids.