Intermediate level · Module 2: Negotiation Skills · Lesson 1 of 3
Principles of Fair Negotiation
Negotiate on interests, not positions.
In this lesson you will
- Distinguish positions from interests
- Create options for mutual gain
Key concepts
positionsinterestsoptionsfair standards
The lesson
A position is what someone says they want; an interest is why they want it. A supplier insisting on full payment upfront may need cash flow security.
Exploring interests creates options that satisfy both sides — a deposit plus payment on delivery.
Use fair standards such as market prices to settle differences.
Step by step
- Identify positions and interests in a case.
- List options.
- Find fair standards.
- Choose the best option.
Practice activity
Analyse the negotiation case.
Expected result: Interests identified and options created.
Check your understanding
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What is the difference between a position and an interest?
Show answer
A position is what is demanded; an interest is why.
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Give an example of a fair standard.
Show answer
Market prices.
Taught live by an instructor — online or in person. Free course lessons are for self-study and do not lead to a certificate — see registration options.