The basic problem in negotiating  are when parties conflict between each others needs, desires, wants, fears, concerns, and etc. For example, you see a house for sale for $350,000. And you offer the seller $330,000. Then the seller counters and says he cannot accept anything less than $350,000. You react by responding, “I won’t pay anything higher than $330,000!” Do you notice anything in this scenario? Doesn’t it seem like the seller and buyer are focused on their positions? The seller says he won’t pay anything higher than $330,000, and the buyer says he cannot accept anything lower $350,000 and that’s their POSITION. Read the full story