What's the Difference Between Position and Interest in Negotiations?

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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.

In this episode, we sit down with negotiation expert Misha Glouberman who explains how to talk to people about things -- that is, how to avoid the pitfalls associated with debate when two or more people attempt to come to an agreement that will be mutually beneficial.

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