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Negotiation Series: Interests and Positions

Negotiation Series: Interests and Positions

Negotiation Series: Power Play (Emotional Detachment)

Reframing in Negotiation/Mediation

Negotiation/Mediation in one word: reframing. Negotiation/Mediation is about reframing context and meaning. The goal of reframing is to change thoughts/words of the conflicting parties in order to create a common

Interests versus Positions in Negotiation/Mediation

The most important thing in mediation and negotiations: understand the difference between surface-level positions and sub-terrain interests. Interests drive people. Positions lock them. An effective mediator/negotiator knows how to unearth