The document discusses the concepts of interests and positions in negotiation. It provides exercises for a group to practice identifying interests without stating positions, and to try reaching agreement while considering interests and relationships. Problems with positional bargaining are that it produces poor outcomes, wastes time, and hurts relationships. The document advises separating people from the problem, finding interests, and looking for alternative solutions to have wise, efficient negotiations.

1. Moviemoment - Sink 05-12-10 Boon, Heier, Verbakel Moviemoment

2. Positions & Interests Jeroen Boon Vera Heier Joost Verbakel

4. Group Exercise 05-12-10 Boon, Heier, Verbakel Identifying / Communicating an interest

7. Interests 05-12-10 Boon, Heier, Verbakel Substance Relationship INTERESTS

8. Every negotiator has two interests Substance & Relationship 05-12-10 Boon, Heier, Verbakel

9. Group Exercise 05-12-10 Boon, Heier, Verbakel Identifying the interest‘s purpose

12. Moviemoment – good cop/bad cop MovieMoment

13. Positions 05-12-10 Boon, Heier, Verbakel Substance Relationship Position 1 Position 2 Reasons Reasons INTERESTS

14. Group Exercise 05-12-10 Boon, Heier, Verbakel Announcing your position

16. Relationship between Interests and Positions 05-12-10 Boon, Heier, Verbakel Substance Relationship Position 1 Position 2 Reasons Reasons INTERESTS

17. Problems with Positions 05-12-10 Boon, Heier, Verbakel Substance Relationship Position 1 Position 2 Reasons Reasons INTERESTS  Result

21. Moviemoment – perfect negotiation (sex) MovieMoment

22. Thank you for listening & participating 05-12-10 Boon, Heier, Verbakel