Interests
What is on interest ?
The fundamental reason why you want something.
- thinking that anything we get in the agreement costs the other side just as much
- The belief that negotiation is zero-sum—that one side’s gain equals the other’s loss.
Fixed pie bias
What is a position in negotiation?
specific demand or stated outcome ( “I want $60,000 salary”)
What does ZOPA stand for?
Zone of Possible Agreement.
Can respect, admiration, love, power, music, fun, safety, and silence be on interest? Y/NO
YES
examples of fixed pie:
Clothes, color is the only issue
an “a” in negotiation class is the position. What is the interest?
impress my employer, get a good recommendation from my professor, and actually become a better negotiator!
What two numbers define the ZOPA range?
he buyer’s maximum and the seller’s minimum acceptable terms.
What are interests rooted in?
Needs
What assumption does the fixed-pie bias create about negotiation outcomes?
hat there’s a set amount of value, so dividing it is the only option.
Why is focusing on positions less effective than focusing on interests?
Positions limit options to win/lose outcomes, while interests open creative solutions and win-win deals.
Example: Buyer’s max is $10,000, seller’s minimum is $8,000. What’s the ZOPA?
Between $8,000 and $10,000.
What are interests and tangible interests? two each for 400 points
Money, goods, time
Love, respect, appreciation
In a car negotiation, what issues besides price show that the “pie” isn’t fixed?
Financing, warranties, service contracts, and trade-ins.
What are positions?
Positions are the means by which you try to achieve your interests.
What happens if no ZOPA exists between two parties?
No agreement is possible unless one side changes expectations.
why do people have different interest and they are not stable?
. Your interests are based on your history and your personality, and those things are relatively stable.
What is an illusory conflict?
When parties assume disagreement exists but in reality they want the same or compatible outcomes.
“I want $60,000 salary” is a position. What could the underlying interest be?
Fair pay compared to peers, financial security, or ability to support a family.
How can negotiators expand the ZOPA?
By adding more issues, exploring creative trade-offs, or adjusting resistance points.