Negotiation Languages - The Shift That People Try to Make in Negotiations

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The position is kind of the thing that you say you want. The interest is the underlying reason why you want it. In negotiations people try to make that shift where, typically what we talk about in negotiations is we are inclinationists to talk about positions. And very often the positions are antagonistic to each other. But once you get down into underlying interests, the easier it starts to become to start to find other solutions.

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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