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Illustrating Multiple Positions to Reach Interests

Author: Marlene Johnson
Video Transcript
Terms to Know
Interest

An action, belief, or physical item that a party perceives as important or essential to his/her satisfaction or happiness.

Interest Based Negotiation

A form of negotiation in which parties interests rather than positions are focused on in an effort to get all interests fully met.

Position

A particular way of getting an interest met, but not necessarily the ONLY way of getting that interest met.

Positional Bargaining

A form of negotiation in which elements of each party's positions are seen as things to be traded back and forth in an effort to get needs partially met.