The Art of Negotiation: Focus on Interests, Not Positions
Lately, I’ve been reading Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher and William Ury—a classic that reshaped how I think about negotiation. One of its most valuable lessons is the idea of focusing on interests, not positions. A position is what we say we want—for example, insisting on paying $15,000 for a car. An interest, however, reflects…