What is a good negotiator? Defining your position or your interest in negotiation?
‘Do not bargain over position’ is an advice by Fisher and Ury from their book “Getting to ‘Yes’ – negotiating an agreement without giving in”. Their argument lies behind the idea that a good negotiator should focus on interests and not on positions. Position is likely to be concrete and explicit; therefore, you should ask questions about your opposition. Ask why? And why not?
There are multiple interests for each side; it could be everything from basic human needs: security, economic well-being; a sense of belonging; recognition or even control over one’s life.
Put the problem before the answer.