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.
- Define Positions and Motivations
- Explain the Relationships between Positions and Motivations
- Uncover Motivations that Drive Positions
Source File Format
Articulate Rise 360