Comms Lab: Negotiation

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.

Got feedback for me? Great! I’m always trying to make my videos better and more relevant. Let me know what you think in the comments section, or anonymously via jotform


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?



References

Further reading


Cite this article as: Hayden Richards, "Comms Lab: Negotiation," In: LITFL - Life in the FastLane, Accessed on May 19, 2022, https://litfl.com/comms-lab-negotiation/.

Comms Lab

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.

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