Interests vs. Positions
Interests rarely conflict, whereas positions often do. To avoid taking positions and getting nowhere, you need to take the time to figure out what the other person’s interests are. It’s best to start out by gaining rapport and being willing to truly understand the other person’s perspective.
Here are five key steps in successful communication when facing opposing positions
1. Show respect. Build trust by being respectful and honest. When people feel disrespected or mistreated, they will act irrationally even if they hurt everyone else as well as themselves.
2. Listen. Give the other person a chance to be heard. Allow the other person to fully express concerns without your interrupting or being dismissive of those concerns. Often people become more flexible and accommodating when someone takes the time to understand his or her point of view. Moreover, when you understand another person’s perspective, you will be able have a more productive discussion.
3. Find out the other person’s underlying interest or concern. Avoid focusing on the position, for instance, “I’m buying a new car,” and find out what the underlying desires and concerns are, for instance, “I don’t want a car that might break down on the highway,” or “It would look better to my clients if I drove a nice car,” or “I’ve had a rough year, I need to do something nice for myself.”
4. Figure out what your own underlying concern is and explain it to the other person. Your position might be, “I don’t want you to buy a new car,” but your interest might be “I want us to minimize spending money because I want some financial security,” or “I want to make sure we have enough money to go on vacation,” or “I don’t want to buy a new car that loses value the moment you drive it off the lot.”
5. Creatively search for solutions together that satisfy both parties’ interests and be open to discussion. In the car-buying case, an effective discussion might involve considering concerns about long-term financial security, driving safety, and the pleasure of owning a nicer car.
Successful negotiations and dealing with conflict require patience and work. Yet the benefits of handling conflicts effectively are enormous. When you learn to collaborate with someone who has different interests than you and to handle impasses with wisdom and principles, you mitigate anger, resentment, and anxiety while enhancing your relationships and everyone’s contentment.
by Dr. Alison Poulsen
Reference: Professor Seth Freeman’s “The Art of Negotiating the Best Deal.”