Tina Kay Negotiation New ((new))

: A "position" is what a party says they want (e.g., "I need a 10% price cut"). An "interest" is why they want it (e.g., "I need to lower my operating costs to meet my quarterly budget"). When you uncover the underlying interests—which are often shared or compatible—you open the door to creative solutions that satisfy both sides. For example, instead of a price cut, you might offer longer payment terms or a volume discount, both of which address the buyer's interest in cash flow.

┌────────────────────────────────┐ │ Identify Underlying Needs │ └───────────────┬────────────────┘ │ ▼ ┌────────────────────────────────┐ │ Align Mutual Incentives │ └───────────────┬────────────────┘ │ ▼ ┌────────────────────────────────┐ │ Execute Win-Win Framework │ └────────────────────────────────┘ tina kay negotiation new

: The new negotiator's mantra is to always show the other party what's in it for them. It's not about winning an argument; it's about making a compelling case for a shared outcome. Before you present a proposal, clearly articulate how it benefits the other side's key interests. This transforms you from an opponent into a partner. : A "position" is what a party says they want (e