Ask for the Interest Under the Position
Distinguish a position from the interest underneath it.
The usable move is small, specific, and timed. Principled negotiation distinguishes positions from interests. A position is the demand people argue over; an interest is the concern, constraint, or value underneath it. Conversations stall when both sides defend positions because every move feels like losing. Moving to interests lets you be firm about what matters while flexible about how to meet it. That creates more options and changes the tone from a contest into joint problem-solving. Visual cues iceberg: position above, interest below option grid: reject concede probe invent stat tiles: date risk confidence
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