AGRIBUSINESS-MANAGEMENT5 MIN READ
Negotiate from interests, not positions
Use interest-based negotiation language to move from fixed positions to tradable needs.
Rafi R Neighboring grower P Position I Interest O Options Shared water 60 sec Canal turnout Rafi wants the turnout every morning next week. You also need morning pressure for an orchard block. If you counter-position too early, both farms may miss a workable trade. Framework Interest-based negotiation Position -> Interest -> Options Positions state demands. Interests explain why the demand matters. Options are built from interests.
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