There is a win-lose dichotomy in society and business. Either you are a winner, or you are a loser. Much of the time your previous training in negotiation, whether that is formal training or experiential training, focuses on the position that you are trying to achieve. The position is the actualization of the real reason that you are negotiating. It is one way, based on your biases, to achieve the desired end state. The struggle comes from not understanding that there is something beneath and behind the position called the interest. This episode brings together some of the ideas from the past five episodes to present a holistic strategy to understand and articulate your interest, and achieve more from your interactions.
