Negotiate interests, not positions?
Negotiate interests, not positions? — what studies show, and what they don't.
The research
Fisher and Ury (1981, Getting to Yes) propose principled negotiation centred on interests and objective criteria.
The limit
Prescriptive, experience-based. (our executive and employee training programmes)
Practical check in Basel
Write three likely interests behind the other side's position before negotiating. To go further: explore the Advanced Negotiation training in Basel, or browse our executive and employee training programmes in Switzerland.
In pictures: Advanced Negotiation in Basel
- advanced negotiation
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