Skip to content

CS Professional · Arbitration, Mediation and Conciliation · Negotiation Skills and Communication

Two firms dispute a lease. Firm A demands the whole floor 'because it is ours'. Probing shows A needs quiet space for audits, while B needs a large area for storage. They agree A takes the upper floor and B the ground floor. Which negotiation idea made this settlement possible?

The settlement was possible by identifying underlying interests behind stated positions. Firm A's real need was quiet space and Firm B's was storage area, so each could be met on a different floor, rather than fighting over one position.

  1. AFocusing on positions rather than interests
  2. BSplitting the difference on the demanded floor area
  3. CIdentifying underlying interests behind stated positionsCorrect
  4. DRelying on the stronger party's bargaining power

Explanation

The stated position was the whole floor, but the interests were quiet space and storage area. Uncovering these allowed a solution meeting both needs. Splitting the difference or using power would not have produced it.

Did you get it right without looking?

One question tells you little. A timed set on Negotiation Skills and Communication shows your real accuracy, how long you take and where you lose marks.

Practise Negotiation Skills and CommunicationFree diagnostic mock

More Negotiation Skills and Communication questions