Identifying underlying interests requires active listening, empathy, and open communication. Entrepreneurs should:
Ask Questions: Inquire about the reasons behind the other party's positions and what they hope to achieve. Listen Actively: Pay attention to verbal and non-verbal cues to understand the other party’s concerns and desires. Express Your Interests: Clearly articulate your own needs and interests to help the other party understand your perspective. Look for Common Ground: Identify areas of shared interest that can serve as the basis for a mutually beneficial agreement.