Focus on interests vs position

When influencing others, keep in mind the old story of two sisters who each wanted the last orange. They finally split it – each receiving half. Sounds reasonable except that one wanted the peel for marmalade while the other wanted to extract the juice. Their mistake was they concentrated on their bargaining position – “I want at least half.” If they’d instead considered their interests (why they wanted it), they both would have received twice as much. The lesson – when influencing, focus on each other’s interests rather than position.

 Jeff Mowatt is a customer service strategist, award-winning speaker, and bestselling author.   For more tips, training tools or to inquire about engaging Jeff for your team visit    www.JeffMowatt.com

 

Today’s chuckle:

Two wrongs are just the beginning.

 

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