Positions vs. Interests

The difference between a stalled negotiation and a breakthrough often comes down to one thing: whether leaders are focused on positions… or the interests beneath them.

In my work with schools and nonprofits, I’ve seen how quickly conversations can shift when what’s really driving each side comes to the surface. That’s where creative, sustainable solutions emerge. The best negotiators know: it’s rarely about the first demand on the table—it’s about uncovering what truly matters.

👉 High-quality negotiations don’t just close deals; they strengthen relationships and advance mission.