NEGOTIATION Positions and Interests

The key to successful negotiation is preparation and research. This means finding
out exactly what you want from the negotiation, and why you want it. Without this
information, you will not be able to make informed decisions during the negotiation.
You need to have a plan for each variable, and also a more general understanding
of what overall outcome would be acceptable to you, and what would happen if you
walked away without reaching a deal. The negotiation will also be much more likely
to result in a win–win situation if you both focus on your underlying interests, rather
than simply your positions.