Part 5/11:
When the discussion turns contentious—such as deciding on a dinner spot—understanding the underlying interests—like dietary preferences—can lead to creative solutions. Positions are the explicit demands we put forth, while interests are the motivations behind them. Asking clarifying questions about what matters to both parties can lead to solutions that satisfy everyone involved.
Utilizing Fair Standards
During negotiations, particularly where emotions run high, employing objective criteria can help guide discussions. For instance, when haggling over rental prices, both parties can reference market data to arrive at a fair agreement. Utilizing fair standards creates legitimacy around decisions, making agreements less susceptible to bias or emotional strain.