Position- vs. Interest-Based Negotiation Negotiation can be characterized as either position-based (about a single issue) or interest-based (about multipie issues). These two fundamental types of negotiation vary greatly in terms of their characteristics. This activity is important because as a manager, you should understand the nuances of negotiating in depth in order to identify and weigh issues and gather information necessary to engage in successful negotiations. The goal of this activity is to help you to understand and differentiate the defining characteristics of the two fundamental types of negotiation. Read each scenario. Identify whether it is an example of position-based negotiation or interest-based negotiation. 1. Valencia is buying a home. She wants $5,000 off the price for repairs. The seller doesn't want to reduce the price and hurt the neighborhood comps. They decide instead that the seller will pay $5,000 of Valencia's closing costs. (Click to select) 2. Chan was offered a promotion but wasn't happy with the pay. He asked his boss if he could do the job with no assistant. He is self- sufficient, and eliminating that position would free up money in the budget to increase his pay. (Click to select) 3. Paulo and Dahlia each got a promotion that includes an office upgrade. There is currently only one upgraded office vacant. Paulo decides to fight for the office, even if it damages his friendship with Dahlia. (Click to select) 4. Rebecca is car shopping with a goal of spending $15,000 or less. The salesman offers the car for $16,000. Rebecca tells him if the car costs one penny over $15,000 she won't buy it. (Cick to salacti Position-based negotiation Interest-based negotiation