In negotiation, positions are the stated demands of the parties involved. They are what the parties say they want to achieve in the negotiation. Positions are often based on interests, but they are not always the same thing.
For example, a buyer might say that their position is to get the lowest possible price for a car. However, their underlying interest might be to get a reliable car that will last for many years.
It is important to understand the positions of the other party in negotiation. This is because positions can often be used as leverage. If you can understand the other party’s position, you can use that information to your advantage.
Here are some examples of positions in negotiation:
- A seller might say that their position is to sell their house for $500,000.
- A buyer might say that their position is to offer $400,000 for the house.
- A union might say that their position is to get a 10% raise for their members.
- A company might say that their position is to refuse to negotiate with the union.
- A government might say that their position is to impose tariffs on goods from another country.
In all of these cases, the parties are stating what they want to achieve in the negotiation. By understanding the positions of the other party, you can increase your chances of reaching an agreement.
Here are some tips for understanding positions in negotiation:
- Pay attention to what the other party says. Listen carefully to their words, but also pay attention to their body language and tone of voice.
- Ask questions. This will help you to get a better understanding of what the other party is really looking for.
- Be empathetic. Try to put yourself in the other party’s shoes and understand what they are feeling.
By following these tips, you can increase your chances of understanding the positions of the other party in negotiation.
It is important to note that positions are not always fixed. The parties may be willing to change their positions as the negotiation progresses. This is why it is important to be flexible and willing to compromise.