Interests Are the Deal Engine
Distinguish positions from interests and use interests to create tradeable options.
The fastest way out of a deadlock is not a concession. It is a better diagnosis. Positions are visible Positions are the numbers, dates, titles, and terms people say out loud. They are useful because they show a starting frame, but they rarely show the full problem. Interests are tradeable Interests explain why the demand matters. A deadline may protect a launch, a bonus, a compliance window, or a manager's credibility. Each reason suggests different trades. Packages beat single-issue haggling Once interests are visible, propose packages: 'If we move the date, we reduce scope'; 'If price holds, payment timing improves';…
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