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Interest-Based Negotiation

The learner will be able to negotiate by surfacing the underlying interests behind a counterpart's stated position, so both sides can find options that satisfy more than a single-issue compromise would. Covers separating people from the problem and testing proposals against each side's walk-away alternative.

Chief Galen Tyrol Video

Interests vs. Positions: Fisher and Ury's Core Negotiation Distinction

A short explainer distinguishing stated positions from underlying interests, following Fisher and Ury's Getting to Yes framework for finding options that satisfy more than a single-issue compromise.