Positions vs Interests Slides Bridge Builders
Lesson 1: Positions vs. Interests
The Great Orange Dilemma
Person A
"I absolutely MUST have this orange. No compromises. It's mine!"
Their Position
"I want the orange."
Person B
"I need that orange more than you do. I can't finish my work without it!"
Their Position
"I want the orange."
If we cut it in half, does everyone win? Maybe not...
Position vs. Interest
Position
The specific thing you say you want. It's usually a "yes/no" or "this/that" demand.
"I want the window open."
Interest
The reason why you want it. The underlying need, fear, or hope.
"I'm feeling hot and need fresh air."
Visible
POSITION
"What they say"
Hidden Below
INTERESTS
Values • Fears • Needs • Goals
"The 'Why' that drives the request"
Asking "WHY?" is the key to unlocking the iceberg.
The Secret Revealed
1 Orange
2 Students
Interests discovered by asking "Why?"
Person A's Interest:
Needs the ZEST (the skin) for a cake recipe.
Person B's Interest:
Needs the JUICE to drink.
Win-Win Solution:
Person A takes the peel. Person B takes the fruit. Both get 100% of what they need.
The Why Behind the What Worksheet The Why Behind the What
Position vs. Interest Investigation
Name:
Date:
Investigator's Manual:
A Position is a demand. It's the "What." An Interest is a reason. It's the "Why." When people fight over positions, they get stuck. When they share interests, they can build a bridge.
1
Scenario: The Window War
"Maya and Sam are in the library. Maya keeps opening the window. Sam keeps closing it. Maya says, 'The window must stay open!' Sam says, 'The window must stay closed!'"
The Positions (The "What")
Maya: Open window.
Sam: Closed window.
The Interests (The "Why")
Imagine what their reasons might be!
The Bridge (Potential Win-Win Solution)
2
Scenario: The Playground Protector
"The basketball team wants the whole court for practice. The 'Tag' group wants the whole court for their tournament. Neither group will budge."
Discovery: The Positions
Discovery: The Interests
The Bridge (Potential Win-Win Solution)
The Investigator's Secret Weapon
What is the single most important question you can ask someone to move from their position to their interest ?
?
Orange Story Teacher Guide The Orange Facilitator
Teacher's Guide • Lesson 1 Hook
Objective
To demonstrate that conflict resolution isn't always about "splitting the difference." By uncovering underlying interests , students can find solutions that satisfy everyone's core needs 100%.
Materials
1 Physical Orange
2 Secret Interest Cards
1
The Setup
Call two volunteers to the front of the room. Place one orange between them. Tell them: "You both desperately need this orange. You cannot share it half-and-half. One of you must walk away with what you need, or you both fail."
2
The Secret Mission
Hand each student a card they must keep secret from their partner:
Student A Card:
"You are a baker. You need the zest (peel) of the whole orange for your signature cake."
Student B Card:
"You are an athlete. You need the juice of the whole orange to hydrate after a race."
3
The Facilitation
Give them 2 minutes to negotiate. They will likely start by arguing (positions). If they get stuck, prompt them: "Instead of telling them what you want, try telling them why you want it."
4
The Debrief Questions
Q: Why was it hard to solve at first? (Because they were only focused on the 'What'—the whole orange.)
Q: What question changed the whole negotiation? (Asking "Why do you need it?")
Brainstorming Without Judgment Slides The Option Factory
Lesson 2: Brainstorming Without Judgment
The Paperclip Challenge
02:00
List as many uses for a paperclip as you can. Any use!
Earring
Lockpick
Tiny fishing hook
The Rule:
Do not say "No," "That's dumb," or "That won't work." Quantity over Quality!
In negotiation, we need a big pile of ideas before we pick the best one.
Expanding the Pie
The "Stuck" Mindset
"I want the orange, you want the orange. One of us wins, one of us loses."
Limited Options = More Conflict
The "Negotiator" Mindset
"How many different ways can we use this orange to meet our interests?"
Infinite Options = Better Agreements
Rules of the Option Factory
No Judgment
Critique kills creativity. Save the evaluation for later!
Go Wild
Crazy ideas often lead to the best realistic solutions.
Quantity Counts
Aim for 20+ ideas before you stop thinking.
Combine & Build
Take an idea and improve it. "Yes, AND..."
Your turn to manufacture
some solutions!
Open your "Option Factory" worksheets.
Remember: If it's on the paper, it's not "wrong"—it's just an option!
Workshop Phase Initiated
Option Factory Worksheet The Option Factory
Production Worksheet
Shift Manager:
Date/Time:
1. NO JUDGMENT
2. GO WILD
3. QUANTITY MATTERS
4. COMBINE & BUILD
Current Conflict Scenario:
"Your 6th-grade class has won a 'Fun Friday' reward. Group A wants a video game tournament . Group B wants a pizza and movie party . There is only 60 minutes and enough budget for ONE of these things. If the class doesn't agree, the reward is canceled."
Manufacturing Options (Think BIG!):
OPTION 01
OPTION 02
OPTION 03
OPTION 04
OPTION 05
OPTION 06
OPTION 07
OPTION 08
OPTION 09
OPTION 10
OPTION 11
CRAZIEST IDEA!
Wait! Do not judge these yet. Production only.
Conflict Sparks Task Cards Conflict Sparks
Brainstorming Task Cards • Lesson 2
Use these prompts for the 'Paperclip Challenge' style brainstorming sessions. Set a timer for 3 minutes per card!
PROMPT 01
The Loud Lounge
"One person wants to blast heavy metal while studying. The other person needs total silence to focus."
Generate 15 solutions
PROMPT 02
Lunchroom Seat
"Two students both claim the 'best' seat in the cafeteria. There is only one of that specific chair."
Generate 15 solutions
PROMPT 03
The Art Project
"A group is making a poster. One person wants it to be neon and bright. The other wants it to be realistic and dark."
Generate 15 solutions
PROMPT 04
The Remote Rumble
"Siblings have 30 minutes of TV time. One wants to watch a sports game. The other wants to watch a cartoon."
Generate 15 solutions
Evaluating Fairness Slides The Fairness Filter
Lesson 3: Evaluating Solutions
The Pizza Problem
ONLY 8 SLICES
Person 1:
"I paid the full $20 for the pizza."
Person 2:
"I haven't eaten all day and I'm starving."
Person 3:
"I am allergic to cheese; I can only eat the crust."
HOW DO WE DIVIDE IT FAIRLY?
Defining "Fairness"
Equality
"Everyone gets the exact same thing."
Example: Giving everyone a size Large t-shirt, even if it doesn't fit.
Equity / Need
"Everyone gets what they need to succeed."
Example: Giving everyone a t-shirt that actually fits their body.
The 3 Fairness Filters
1. Feasibility
Can we actually do this? Do we have the time, money, or resources?
2. Core Interest Met
Does this solution address the REAL "Why" for everyone involved?
3. Sustainable
Will people still be happy with this deal tomorrow? Next week?
Filter Your Options
Pick the top 3 ideas from your Option Factory. Run them through the filters.Which one is truly fair?
Start Filtering
Fairness Filters Matrix The Negotiator's Toolkit
Fairness Filters
DECISION GUIDE
Feasibility
"Can we actually do this? Do we have the time/money/tools?"
Core Interest
"Does it solve the REAL 'Why' for both sides?"
Sustainable
"Will this deal still feel fair tomorrow morning?"
Option Evaluation Matrix
The Option Feasible? Interests Met? Sustainable? 01
|
Y / N |
Y / N |
Y / N |
|
02
|
Y / N |
Y / N |
Y / N |
|
03
|
Y / N |
Y / N |
Y / N |
Final Verdict:
Which option passed the filters best? Why is it the most 'fair' choice?
The BATNA Concept Slides BATNA
Lesson 4: Knowing Your Power
The Trade-Off
YOUR CARD
Super Rare Dragon
Value: High
The Offer:
"I'll give you two 'Common Squirrels' and a half-eaten granola bar for your Dragon."
Do you take the deal?
Why or why not?
If you walk away, what is the best thing you still have? (Your Dragon!)
The Definition
B.A.T.N.A.
Best Alternative To a Negotiated Agreement
Translation: "What is my 'Plan B' if this person and I can't agree?"
Your BATNA is your Invisible Shield in a negotiation.
How to use your BATNA
Strong BATNA
You have great alternatives. You don't "need" this deal.
"I can say NO and still be fine."
Weak BATNA
You have no other options. If this fails, you have nothing.
"I really need to make this work."
Always know your "Walk-Away" point before you start talking!
Scenario Check
You are negotiating with your parents for a 9:00 PM bedtime. Your current bedtime is 8:30 PM.
What is your BATNA?
(Hint: It's what happens if they say "No")
Confidence • Power • Alternatives
Know Your Walk-Away Worksheet Know Your Walk-Away
BATNA Assessment Toolkit
Student Name
Class
B.A.T.N.A.
Best Alternative to a Negotiated Agreement.
SCENARIO 01
The Summer Job
"You want to mow your neighbor's lawn for $20. The neighbor only wants to pay $10. You have another neighbor down the street who already offered you $15 for the same work."
What is your BATNA?
Power Level (Circle One)
WEAK
STRONG
Why?
SCENARIO 02
The Rare Swap
"You want a specific rare video game character from a friend. They are the only person in your school who has it. You have nothing else you really want to trade for right now."
What is your BATNA?
Power Level (Circle One)
WEAK
STRONG
Why?
"Never enter a negotiation without knowing your BATNA. If you don't have one, go out and create one before you start talking!"
Negotiation Showdown Slides Negotiation
Showdown
Final Simulation
Your Objective
You and your partner will receive "Secret Interest Cards."
Your goal isn't just to 'win'—it's to draft a Signed Treaty that satisfies both parties' core needs.
The Toolkit:
Uncover Interests (The "Why")
Brainstorm wild options
Use Fairness Filters
Know your BATNA
Code of Conduct
Do...
Stay professional
Ask lots of questions
Be creative with options
Don't...
Insult or bully
Share your card (at first)
Give up too early
Time Limit: 20 Minutes to Sign
The Signed Treaty
Your final agreement must include:
Specific Actions
Clear Deadlines
Roles for Both
Both Signatures
SHOWDOWN!
Find your partner and grab your cards.
GO!
Secret Mission Cards Secret Mission Cards
Confidential • Lesson 5 Simulation
Teacher: Cut these cards out. Hand one "Role A" and one "Role B" to each pair. Students MUST NOT show their card to their partner.
Role A
Project Manager
Scenario: Science Fair Poster
Your Position: You want to spend all Saturday at the library working on the poster until it is PERFECT.
Your Core Interest: You are worried about your grade. You have a C in Science and NEED an A on this project to pass the class.
Your BATNA: You can work on it alone, but the teacher said group projects done by one person will lose 20 points.
Role B
Project Partner
Scenario: Science Fair Poster
Your Position: You only want to work for 1 hour on Friday and turn it in as-is.
Your Core Interest: It is your grandmother's 80th birthday on Saturday. Your whole family is coming over and you CANNOT miss it or you'll be in huge trouble.
Your BATNA: You can do your half of the work at home, but you won't have the poster board or the supplies.
Role A
The Performer
Scenario: Talent Show Act
Your Position: You want to perform a 5-minute magic show with complex tricks.
Your Core Interest: You feel shy at school and want to prove you have a "cool" skill. You want the whole school to be impressed by your talent.
Your BATNA: You can perform alone, but you're too nervous to go on stage without a partner to help with the props.
Role B
The Assistant
Scenario: Talent Show Act
Your Position: You want to do a 2-minute comedy skit with zero magic tricks.
Your Core Interest: You have extreme stage fright and are terrified of messing up a trick in front of everyone. You want something short and easy.
Your BATNA: You can drop out of the show entirely and just work backstage (the lights/curtain).
Keep these secret until the negotiation phase begins. Only reveal your INTERESTS, not your card.
Official Peace Treaty Document Official Peace Treaty
A Negotiated Settlement
Party Alpha (Name)
Party Beta (Name)
Terms of the Agreement
Be specific! What will happen? When? Who is responsible for each part?
Interests Met: Party Alpha
How does this deal solve your REAL "Why"?
Interests Met: Party Beta
How does this deal solve your REAL "Why"?
We, the undersigned, agree to the terms listed above in good faith.
Signature of Party Alpha
Signature of Party Beta
Ratified On: ____________________
Negotiation Master Rubric Negotiation Master
Final Assessment Rubric
Final Score
/ 16
Criteria Level 1 (1pt) Level 2 (2pts) Level 3 (3pts) Level 4 (4pts)
Uncovering Interests
The ability to look past positions to the "Why."
| Only argued for their own position. | Identified their own interest but not the partner's. | Identified both interests with prompting. | Clearly identified both interests through deep questioning. |
|
Creative Options
Generating multiple ways to solve the problem.
| Stuck to a single 'yes/no' solution. | Suggested 1-2 basic compromises. | Proposed 3+ creative solutions before deciding. | Explored wild/innovative solutions that "expand the pie." |
|
Agreement Quality
Completeness and fairness of the final treaty.
| Treaty is vague or one-sided. | Treaty is fair but lacks specific detail. | Treaty is detailed and meets most interests. | Treaty is highly detailed, sustainable, and meets 100% of core interests. |
|
Collaboration
Respect, listening, and persistence during conflict.
| Argued rudely or gave up immediately. | Listened but was impatient or dismissive. | Maintained respect and good active listening. | Demonstrated high empathy and focused on solving the problem, not the person. |
Teacher's Observations:
Use this rubric alongside the student's completed "Official Peace Treaty" document.
© The Negotiator's Toolkit Assessment Series
