Negotiation and Interests
A successful negotiation can only be reached from a path that begins at each person’s interests. Good negotiators, in their preparation, take time to make a clear accounting of their own interests, as well as what they can appraise of the other person’s. But good negotiators don’t make any assumptions. They spend a lot of time discussing goals and roles, asking questions about the other person’s perspective and objectives, and explaining their own intentions and desired outcomes. A win-win agreement will be the result of the options you discover, based on your overlapping interests. So the more you can learn about the other person’s needs and restrictions, and that they learn of yours, the better the outcome you will achieve, because of the greater number of options that present themselves to you.