Discovering Motivations


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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 course, you will learn to uncover the motivation behind positions for negotiation success.

Learning Objectives

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

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

Source File Format

Storyline 360, Storyline 3

Course Features

Course Duration: 15 minutes

Professional Voice-Over Narration


Resource Attachments


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