167 - How to Talk to People About Things (rebroadcast)
You Are Not So Smart
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What's the Difference Between Position and Interest in Negotiations?
In negotiations, people talk about this distinction between positions and interests. The position is kind of the thing that you say you want; the interest is the underlying reason why you want it. People in that situation didn't want what they told people that they wanted. It's only once you have the conversation about the underlying interest that you can do that.
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