Discovering Motivations (Micro Course Series)


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In negotiations, a position is a stance that is strongly taken by a person on a specific issue. Many times the person will refuse to budge from his position and will strongly defend his point-of-view. When negotiating, you cannot solve a position. Instead, you have to discover the motivation behind it.

In this series of 3 micro courses (built in Articulate Rise 360), you will learn to uncover the motivation behind positions for negotiation success.

Learning Objectives

Upon completion of this series, you will be able to:

  • Define Positions and Motivations
  • Explain the Relationships between Positions and Motivations
  • Uncover Motivations that Drive Positions

Source File Format

Articulate Rise 360

Course Features

3 Micro Courses


Video Examples

Responsive Design

Resource Attachments


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