Negotiation at Work

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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