Negotiation: From Positions to Interests
Good negotiation seeks both sides interest, not one side victory.
- Positions — What each party openly asks
- Interests — The real needs behind them
- Agreement — A win-win solution
Negotiation is a skill to reach an agreement that satisfies parties and aligns expectations. The best style focuses on interests, not positions, and seeks a solution where everyone wins. The manager uses it with stakeholders, suppliers, and the team. Good negotiation is prepared for by understanding the other party interests and alternatives before sitting down.
Clinging to the stated position and trying to win the round. Instead, uncover the interests behind positions and seek a shared solution.
Negotiate over interests, not positions.
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Negotiation is an integral part of the project manager job: over resources, schedules, scope, contracts, and stakeholder expectations. Principled negotiation distinguishes the position, what a party asks for openly, from the interest, their real need behind it; focusing on interests opens options for win-win solutions instead of bargaining that splits the loss. Negotiation is preceded by preparation: understanding your interests and the other party interests, and knowing your alternatives if no agreement is reached. It pairs with managing expectations: aligning what stakeholders expect with what the project can actually deliver, avoiding later disappointment.
Frequently asked questions
What is the difference between a position and an interest?
A position is what a party openly asks; an interest is their real need behind it.
What is the best negotiation style?
Focusing on interests and seeking a win-win solution.
How do I prepare to negotiate?
Understand your interests and the other party interests, and know your alternatives if no deal is reached.
With whom does a PM negotiate?
With stakeholders, suppliers, and the team over resources, scope, schedules, and contracts.
How does negotiation relate to managing expectations?
Negotiation aligns what stakeholders expect with what can actually be delivered.