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Negotiation at Work by IRA G. ASHERMAN

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XIII. Needs and Interests

 

Needs and Interests Analysis

Objectives:

To identify the differences between (1) positions and (2) needs and interests

Time:

45–60 minutes

Group Size:

Pairs

Materials:

Worksheet for each person.

Trainer’s Notes:

Distinguish between positions and needs and interests by using the metaphor of an iceberg. A position is a statement that a person makes during a negotiation and represents the portion of the iceberg that is visible. A need or interest is often implicit and represents the portion of the iceberg that is below the surface. Needs and interests are often referred to as “intangibles.”

Procedure:

 

Step I

Conduct a brief lecture on positions, needs, and interests. Allow 10 minutes.

 

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