How to negotiate by finding shared interests
Most managers negotiate from fixed positions. This creates win-lose outcomes. Real agreement comes from understanding what people actually need, not just what they’re asking for.
Here’s a better way:
Start by building rapport. Separate the person from the problem.
Figure out their real interests. Ask “why is that important to you?” instead of arguing over positions. (1/3)
Brainstorm options that work for both sides. There’s usually more than one way to create value.
Use objective standards to decide what’s fair.
Remember: negotiation is collaborative problem-solving. Interests are the reasons behind the demands.
Don’t make it about winning. Don’t assume the pie is fixed.
Try mapping everyone’s interests on a whiteboard. Seeing them visually often reveals overlaps and trade-offs you missed. It turns a argument into a puzzle you solve together. (2/3)
rhetoric