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.
- Define Positions and Motivations
- Explain the Relationships between Positions and Motivations
- Uncover Motivations that Drive Positions
Source File Format
Storyline 360, Storyline 3
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