The Trap of Talking Only About Positions Instead of Interests
Many leaders approach negotiation like a battle of positions:
“We need this price.”
“We won’t accept those terms.”
“This is non-negotiable.”
The conversation becomes a tug-of-war of fixed demands. But the strongest negotiators know that focusing only on positions locks you into conflict, while exploring underlying interests opens the door to creative, sustainable solutions.
Why Leaders Default to Positions
Focusing on positions feels natural because:
It’s concrete. Numbers and conditions are easy to state and defend.
It feels strong. Clear positions project firmness and control.
It speeds things up. Positions create the illusion of efficiency.
It protects vulnerability. Leaders feel safer stating demands than revealing needs.
But positions are the surface layer of negotiation. Real influence lives deeper – in interests.
The Hidden Costs of Position-Based Negotiation
You Miss Creative Options
By locking into demands, you overlook solutions that could satisfy both sides in better ways.You Escalate Conflict
The more rigidly positions clash, the more emotional and adversarial the negotiation becomes.You Weaken Relationships
A focus on “my terms vs. your terms” erodes trust and long-term collaboration.You Risk Poor Agreements
Even if you “win” on positions, the deal may collapse later because underlying needs were ignored.
The Power of Interest-Based Negotiation
Shifting focus from positions to interests doesn’t mean being “soft.” It means negotiating smarter.
Positions are what people say they want.
Interests are why they want it.
For example:
Position: “We need delivery in 30 days.”
Interest: “We have a product launch deadline.”
When you uncover the interest, more solutions appear: phased delivery, partial shipments, or joint resources.
Practical Ways to Shift From Positions to Interests
Ask “Why?” and “What’s important here?”
Dig below the demand to the motivation.Listen for hidden signals. Interests are often revealed indirectly through frustration or hesitation.
Reframe demands into needs.
Instead of “We won’t pay that price,” reframe as “Cost predictability is important for us.”Balance firmness with curiosity. You can hold strong on your priorities while still exploring theirs.
Why My Course Builds Interest-Based Skills
Many leaders know the theory – but under pressure, they still argue positions. That’s why in my online negotiation course, interest-based negotiation is practiced in real-world scenarios.
You’ll learn to:
Recognize when you’ve slipped into position-trading,
Ask high-impact questions that uncover true interests,
Develop creative solutions that protect your must-haves while opening new value,
Stay calm and curious when pressure tempts you to dig into rigid demands.
The result? Stronger deals, better relationships, and fewer deadlocks.
Case Example: Procurement Negotiations
A procurement leader faced a stalemate with a supplier. Both sides were locked in: price vs. margin. The talks stalled for weeks.
By shifting the conversation from positions to interests, the leader discovered the supplier’s true issue wasn’t margin – it was cash flow. Together, they restructured payment terms that supported the supplier’s stability while keeping the price competitive.
The deal moved forward quickly – and the relationship strengthened instead of breaking.
Final Thought
Negotiation isn’t just a fight over positions. It’s a process of uncovering and balancing interests.
The leaders who master this shift don’t just win deals – they build influence, trust, and solutions that last.
If you want to stop getting stuck in positional deadlocks and start leading interest-based negotiations, start here:
👉 https://www.michalchmielecki.com/online-negotiation-course
In negotiation, demands divide. Interests connect.
Ready to close better deals, build stronger partnerships, and boost your confidence at the table? My online negotiation course delivers real-world strategies designed to help you master win-win negotiation from anywhere. Transform the way you negotiate start learning today!
Enroll in the online negotiation course now and start negotiating like a pro!