COMMUNICATION-INFLUENCE1 MIN READ
Interest-based negotiation
Always consider underlying interests, not just stated positions during negotiations.
Interest-based negotiation SCENARIO · FINALIZING A CONTRACT Emily and Mark need to finalize the contract terms with a challenging client. The situation 0:00 The exchange 0:03 The takeaway 0:39 Emily Mark, the client insists on a 20% discount to sign the contract. 0:08 Mark I know, and they're very firm about it. 0:11 Let’s explore their actual concern—is it budget constraints? 0:15 That could be it; they want to maximize their investment.
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